When sourcing to 3PLs, the shipper's RFP often focuses on lane costs rather than strategic elements such as systems integration, real-time visibility, and total-cost performance. The transactional lane-focused relationship is appropriate for companies looking for basic lane coverage and not currently operating at a level of maturity to understand total-delivered costs. For organizations that have matured beyond the tactical focus on lanes and coverage, a 3PL partner must play a strategic role, moving past just transporting and storing to identifying problems, implementing solutions, and adding systems-wide value.
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