Jun 5, 2020
Accelerating Time to Value for 3PLs with John
Lynch discuss accelerating time to value for 3PLs implementing
and onboarding new accounts. 3PLs, freight forwarders, and carriers
are increasingly concerned with the timely implementation of new
customers. A poorly managed or late implementation can be very
costly for both the LSP and the shipper. Additionally, the damage
to the business relationship could last for years and cost the LSP
an opportunity to win additional business from the shipper.
About John Golob
is the founder and CMO of Winmore, a San Francisco based software
firm that has developed the Customer Success Platform (CSP) for
Logistics Companies which helps commercial teams win more RFPs,
minimize scope creep, and build customer relationships at scale.
Winmore is John’s sixth start-up since graduating from USC in 1991.
Previous early-stage ventures include Scopus Technology (acquired
by Siebel for $500 million), Octane Software (acquired by E.piphany
for $1.3 billion), Digital Impact (acquired by Axciom for $190
million) and Xobni (acquired by Yahoo for $90 million) and Good
Technology (acquired by Motorola for $500 million). John earned an
MBA from Harvard Business School.
Winmore brings years of industry expertise and a passion for
redefining logistics through innovation and digitization. Winmore's
business is helping logistics service providers become more
successful. Winmore provides three solutions: 1.)
RFP & Tender Collaboration
software streamlines the bid qualification
process, increases the efficiency of your bid desk, and improves
overall win rates by as much as 25%. 2.)
Customer Solution On-Boarding software manages the
onboarding of complex customer implementations, accelerates
time-to-value, minimizes scope-creep, ensures compliance, and
delights customers. 3.) Business Process
Design Studio is a drag-and-drop business process modeling
tool for developing and publishing multi-stage, collaborative
workflows that accelerate and streamline your business
Key Takeaways – Accelerating Time to Value for
The Consequences and Causes of Mismanaged and Delayed
- When logistics services providers (LSPs) are awarded a large
account by a shipper, the expectation is that the implementation
will run smoothly. Unfortunately, that is seldom the case,
especially for larger implementations.
- The consequences for a poorly managed implementation are:
customer dissatisfaction, lost business in the event the customer
doesn’t renew, extra cost for manpower to remedy the situation,
lost business, lawsuits, frayed relationships, lost savings for the
shipper, and lost revenue for the LSP.
- Large LSP-shipper implementations are hard. The onboarding,
integration, and communication are very difficult to manage.
- Data sharing and hand-offs between the 3PL and shipper are
problematic, especially as the project moves through the RFP
process. The RFP process includes the following process steps: 1.)
RFP, 2.) Response from 3PL, 3.) Evaluation, 4.) Contract, 5.)
Implementation, and 6.) Continuous improvement. In each process
step, there are new people involved, actions undertaken, and
Accelerating Time to Value for 3PLs
- To properly manage a shipper implementation and integration,
3PLs need to utilize a stable, effective process, that ideally
enabled by a system.
- Winmore has specifically developed its Customer
Solution On-Boarding to help LSPs onboard new customers.
- Winmore’s comprehensive, but easy-to-use software solves the
three most critical pain points that impact customer solution
- Process control - manages and monitors the
end-to-end solution delivery process, providing feedback and alerts
to identify and solve bottlenecks quickly.
- Internal compliance - clearly communicates
requirements, status, success criteria, and results to all
stakeholders, helping ensure adherence to your internal
- Continuous improvement - Six Sigma black belts
and continuous improvement people love Winmore’s Process Studio,
Kanban boards, and stage/gates, helping them remove waste from
Increase Your RFP Win Rate by Fixing the Bid and Tender Process
with John Golob
The Logistics of Logistics Podcast
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