How Tech Helps Forwarders Win Enterprise RFQs (Even If You’re Not the Biggest Player)

When enterprise shippers issue RFPs, it can feel like a David vs. Goliath story for mid-sized forwarders. You’re up against multinational NVOCCs with vast networks, pricing leverage, and armies of account managers armed with custom-built tech stacks.

But there’s a shift happening.

Increasingly, enterprise BCOs are awarding business to smaller, more agile forwarders—not because of price or scale, but because customer experience has become a dealbreaker. And tech is the engine behind that experience.

How the Underdog Can Win

Most forwarders assume that without the lowest rate or the biggest footprint, they’re out of the running. But we’ve seen the opposite: enterprise shippers are hungry for clarity, control, and confidence—especially in high-stakes, high-volume moves.

What wins today isn’t just pricing. It’s:

• An intuitive platform for shipments, documents, and real-time updates
• Tools to equip them with answers—not bury them in data
• Confidence that problems will be flagged before they escalate

What Enterprise Shippers Are Really Asking in 2025

Enterprise shippers aren’t just checking boxes—they’re signaling pain points. When you read between the lines, today’s BCOs are asking:

• “How will your team keep my team from getting blindsided?”
• “Can you reduce our internal workload without increasing ours?”
• “Do you have a modern platform… or just a glorified spreadsheet?”

Most large forwarders do offer digital tools, but they’re often clunky, siloed, and hard to use. That opens the door for forwarders who can deliver a clean, unified shipper experience that just works.

A branded portal with real-time updates, centralized documentation, and proactive alerts doesn’t just look good in a demo—it makes you a stronger, more confident seller.

Real Talk: You Don’t Win on Tech Alone

Of course, pricing and operational capabilities matter. But when a supply chain team is weighing 2–3 finalists with similar quotes, the tiebreaker is often the customer journey.

If you’re the only bidder that can clearly articulate how your experience—from onboarding through exception handling—makes life easier for their team, you become the safe, strategic choice.

A Tool That Helps You Win Business

At Logixboard, we’ve seen our customers win 7- and 8-figure RFQs by leading with experience, not just rates. The message that resonates most with enterprise buyers?

“You’ll spend less time chasing answers and more time focusing on your business.”

👉 Want to see what your own branded experience could look like? Schedule a quick walkthrough.