Every sports fan has their favorite season. Fun fact: I grew up in Atlanta which has three seasons – pollen, smog and college football! My favorite sports season is the spring. We have hockey playoffs, basketball playoffs, soccer championships – I love it! Each team is one missed tackle, a two-minute minor or missed free throw away defeat.
Over the past few years of facilitating bids for outsourced managed transportation and warehousing services, I see many similarities between these bids and sports:
So how do providers win the championship? Remember first and foremost that logistics outsourcing awards, like many sales processes, are won on the margins. Once providers make the playoffs, how do they edge their very tough competition in the end? The challenge is to develop a strong set of reasons why your organization should be awarded the business. The flip side of that coin, for a company seeking to contract with a 3PL partner, is the provider meeting your specific business and supply chain requirements? Can they provide you with a competitive advantage because of their experience, expertise and value proposition? If as a 3PL provider you exceed all the expectations and needs of your prospective client partner, you are well on your way to exiting the playoffs by winning. This is a strategic approach that should incorporate sales, marketing, operations and executive leadership. Develop that “why” to lift the trophy!
—Brian Fish, St. Onge Company
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