3PL Bidding Tips - Third Party Logistics Tips
ฝัง
- เผยแพร่เมื่อ 19 มิ.ย. 2024
- Mistakes that 3PLs often make in bidding for contracts.
Having been involved dozens if not hundreds of outsourcing programs over the last 25 years, here are some tips for 3PLs (Third Party Logistics) companies in responding to tenders / RFP / RFT.
If you need some assistance with your Logistics Outsourcing program, by all means reach out to me. You can book a 1 on 1 call here: Book a Call - www.logisticsbureau.com/outsourcing-supply-chain-logistics
The Customer side of the relationship was published here: • Logistics Outsourcing ...
TIMESTAMPS (in case you want to skip) 👇
0:00 - Intro
1:21 - Timing
3:24 - Get into the Data
4:33 - Ask questions
6:06 - Don't Cherry-pick
8:11 - Make sure you have a very clear response
10:06 - The Cost structures
12:11 - Is this the right contract for us?
13:27 - Summary
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Watching from Ghana. I find your videos very resourceful. Very appreciative.
Glad you like them!
Thank you Rob, really interesting tips to be considered.
Glad you found it interesting!
Sir, I am Partha from Kolkata, India. M proud to introduce myself as your avid follower... much lucky to get to listen to your notes ... it surely helps young professionals like me
Glad you find the videos useful.
Thank you so much sir. Im a mba supply chain student working on transporter good fit project for a company and this tips are really helpful.
All the best
Hey great content one main question where do you go or is there a place online where you find the bids at to get a contract or is it a lot of cold calling and emailing solicitation to get a chance to get a bid
It's really a combination of many things. (1) Good marketing to get your name out there. (2) Looking out for public tenders (3) and a bit of cold calling to see when contracts are ending and if you could participate in any future tenders. (4) Networking at events too, is a good way to get your name out there.
I see parallels here to the RFP process in the IT industry where there is a significant service component. On the provider side a RFP is looked at to see if there is already a preferred vendor and you are just being invited to the table so there can be a competitive bid. The response process requires significant resources to be done right. If you see requirements that indicate a lean towards a specific vendor, you have to ask yourself whether the client really needs that service, or was it included to eliminate responses and narrow the playing field. Easy enough to do a no-bid response, unless you are trying to enter a new market or have a management team who wants that particular client as a feather in their cap. Now you have the pressure of responding when you have a low probability of winning. That time could be better used to develop new clients that are a good fit. When you see a poorly developed response, consider the 3PL team knows they have little to no chance, but their management did not want to 'no bid.'
Great point Susan. Sadly that is quite common where the RFP is used merely to Benchmark the market, or get the incumbent service provider to reduce costs. Not very ethical in my view.
It's often a tough call isn't it? To respond or not? Given the effort involved and the resources/time/costs required to respond. Sometimes it's a question of being honest about the degree of 'fit' with the potential customer, and the probability of winning. We certainly don't respond to all RFPs in my own business. Maybe 65-70%.
Watching ur videos from india!! Great exposure and insights by watching ur videos!
Can you suggest "must have" technical/software skills in supply chain that are a big plus to impress recruiters!
Maybe Power BI, R, Python…..
Just want to ask that as a 3PL how we can get the contracts? We should write a letter to the company to give us the variants on the email or here is another strategy?
Thank you for your videos!
Hi, Companies will normally contact the 3PLs directly 1 on 1. They will sometimes pick 5 or 6 3PLs to 'invite' to the tender process. For Government contracts, it is often an 'open' tender advertised on the Government websites and in Newspapers. You might contact a company directly and ask when their current contract expiries and could you be included in the re tendering.
How can I find a logistics contract I been owner operator for 5 years but I want to expand i have my dispatch team and truck drivers all ready
Sales / Business Development is the hardest part of any business. Marketing takes time to ramp up, but is vital. Networking is important, at industry events and gatherings. Visiting past customers can work. Develop an 'offer' of some sort and target your ideal customers. Hire a good sales person maybe.
How would you be able to get sub contracts from Best Buy n Costco as a 3pl
Hard I imagine, unless you are a large company. Maybe talk to some of their existing 3PLs and sub contract to them?
New here. I see the books in the back, where can I purchase. Check description box, check BN website and check Amazon. Book not popping up. Please provide the link .
hard copies 🤞🏾
@@jasminpou-reed9238 Sorry, we haven't printed hard copies for a few years. Only available as soft copies now. Here: www.supplychainsecrets.com/ Purchase individually or if you join Supply Chain Secrets education program, all 5 are included.
You should have a linkdin cource
I don't really have the time sadly.......
What tips have you got related to Logistics Outsourcing? Or what mistakes have you seen?
do you prefer open book or close book?
Open book as much as possible. But more important is the rate structure. This should reflect the work done and not be a linear scale. Professional 3PLs will show all the resources and costs associated with a contract and the profit margins. The best business relationships are built and sustained on transparency and trust.
How do 3pls find leads or bid on contracts
Like any business really, through effective marketing and sales effort. Once they are 'visible' and sharing their successes, they will be invited to participate in bidding on contracts.
Thanks for your time and videos
I would love to have a consultation session with you.
I have a couple basic problems that I need to solve.
Would appreciate if you can reply with your email.
Thank you
There's an easy way to book a one on one advisory call. Just follow the instructions here: www.logisticsbureau.com/freeconsult.
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Thank you but I actually have a full time in-house production team. I'm very lucky. My 'day job' doesn't leave much time for making videos..