The freight industry is more competitive than ever, and winning Request for Proposals (RFPs) can mean the difference between steady growth and stagnant business. Whether you’re a carrier or a freight broker, crafting a winning RFP response requires data-driven insights, strategic pricing, and operational excellence. One of the most overlooked yet impactful strategies is accessorial benchmarking—analyzing and optimizing additional service charges to stay competitive and profitable. Here’s how you can secure more contracts and build long-term relationships with shippers.

Understanding the RFP Process

Shippers use RFPs to evaluate potential logistics partners based on pricing, service capabilities, reliability, and technology. RFPs typically include:

• Scope of work: The lanes, volumes, and service requirements.
• Pricing model: The structure for rate submissions, including base rates and accessorial fees.
• Performance expectations: On-time delivery, tracking, and reporting.
• Technology requirements: Integration capabilities for real-time visibility.

For carriers, winning an RFP means securing dedicated freight, stabilizing revenue, and optimizing asset utilization. For brokers, it means expanding your network and providing value-driven solutions to shippers.

The Power of Accessorial Benchmarking

1. Understand Industry Standards

Accessorial fees—such as detention, layovers, lumper fees, and liftgate charges—can significantly impact total costs. Benchmarking these charges against industry standards ensures that your pricing is competitive yet sustainable.

2. Identify Hidden Profit Opportunities

Many carriers and brokers overlook accessorial fees in their pricing strategy. By analyzing past charges and comparing them to market data, you can identify underpriced services and optimize revenue streams.

3. Enhance Transparency in RFP Submissions

Shippers value clear, justified pricing. Providing a detailed breakdown of accessorial costs—backed by benchmarking data—helps establish trust and credibility, increasing your chances of winning bids.

4. Reduce Disputes & Strengthen Relationships

When accessorial fees are clearly defined and aligned with market norms, shippers are less likely to challenge charges, leading to smoother operations and stronger partnerships.

5. Leverage Data for Negotiation

Accessorial benchmarking equips you with data-backed justifications for your charges. This can be particularly valuable when negotiating long-term contracts, ensuring your rates remain fair and profitable.

Optimize Your RFP Strategy with Chronos Performance

At Chronos Performance, we provide data-driven insights and accessorial benchmarking tools to help carriers and brokers submit winning RFPs. With lane-level benchmarking, cost analysis, and performance tracking, you can confidently price your bids, optimize your operations, and secure long-term contracts.