How Can We Win
New Business with Logistics?

In pursuing new business opportunities, stressing your capabilities and advantages in managing the supply chain for your customer’s benefit can be a daunting task. What is often missing is a translation of the services being offered into an economic benefit for your customer. Your customer may need the following questions answered before determining if you win the business:

• How do your service offerings address my requirements?

• In addition to your price, can you tell me the financial value for my organization from your services?

• How will your services allow me to better manage my risks? Can you quantify this?

• Are you willing to share the risks and rewards from your services, and if so, can you present me with
options for pricing?



enlarge image


Chesapeake Logistics can help you answer these questions,
with services focused on winning new business:

• Translate a prospect’s needs into a coherent presentation of
capabilities to solve supply chain issues and generate economic value

• Provide training to sales personnel focused on understanding
and communicating the financial benefits of logistics services

• Review logistics pricing practices, recommend pricing strategy to optimize
financial return and build a pricing model to calculate projected profit, net
present value, return on capital and economic value added

• Perform a risk assessment for new business services,
highlight risk sharing issues and mediate risk/reward negotiations

top of page

Chesapeake Logistics’ experience in logistics business
development includes the following:

• Wrote several proposals for third party logistics services
that focused on provider’s competitive advantages and the
economic benefits projected for prospect

• Presented to the executive management of a major consumer
products company the long- term financial benefits of proposed
logistics services, including ROI, ROCE and EVA impact

• Provided in-depth study of pricing practices for one of top third
party logistics firms, recommending and implementing
several improvements

• Developed pricing model for logistics services factoring
both logistics costs and value realized as elements
of price determination

• Identified operating risks from logistics services, and
established contractual terms to specifically address
each of these risk situations

top of page

copyright©1999 Chesapeake Logistics, LLC