Control the Narrative Before the RFQ Controls You.

Purpose

Regular account reviews prevent:

• Surprise RFQs
• Margin erosion
• Relationship decay
• Competitive displacement

Engagement prevents commoditization.

PART A — INTERNAL ACCOUNT REVIEW (MANDATORY DISCIPLINE)

Before any external review, complete this internally.

Internal Account Snapshot

Revenue (YTD)
Margin % trend
Mode mix
Carrier performance
Claims history
Credit status

Risk Scan

Is margin declining?
Is volume unstable?
Are we overexposed to one lane?
Is procurement silent?

If you don’t know — you’re vulnerable.

Growth Opportunities

Unused modes
Customs opportunity
Parcel opportunity
Additional plants
Technology integration

Relationship Mapping

Who is your contact?
Is there a higher-level sponsor?
Has procurement entered the picture?

PART B — CUSTOMER-FACING REVIEW (SUGGESTED FOR MEDIUM & ENTERPRISE)

Cadence depends on customer.

Quarterly → Large / complex
Semi-Annual → Mid-size
Annual → Smaller strategic accounts

Structure for External Review

1. Reconfirm Objectives

“What matters most this year — cost stability, service reliability, visibility?”

2. Present Clean Performance Snapshot

Only show:

• Volume trend
• Service reliability
• Claims trend
• Accessorial patterns

Keep it executive-level.

3. Recommend Improvement Actions

Do not ask, “What do you want?”

Say:

“Here are three areas we recommend improving.”

Lead.

4. Align on Next Steps

Assign:

Timeline
Responsibilities
Follow-up date

Leave with action.

RFQ / RFP PREVENTION STRATEGY

This is critical.

If you are engaged, you hear about RFQs early.

If you are reactive, you discover them when pricing is due.

Early RFQ Indicators

• Procurement suddenly engaged
• Requests for historical data
• Silence from operational contact
• Questions about contract expiration

When detected:

Increase engagement immediately.

"The best defense is a good offense." 

Stay engaged with your customers, and speak with them in terms of their world. 

Positioning Script

“If you’re evaluating structure formally, we’d like to participate early in shaping criteria so alignment is preserved.”

Professional. Not defensive.