Last-Mile Logistics Competitive Benchmarking

Assessing Competitive Sales Processes and Proposal Dynamics in Last-Mile Logistics

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Situation

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Our client wanted to better understand how it compares against key competitors in the highly competitive last mile delivery market, particularly an assessment of competitor sales lifecycles, proposal generation speeds, deal structures, and customer procurement behaviours.

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Objective

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The objective was to evaluate competitor go-to-market pitches, proposal turnarounds, pricing deal economics, and client win/loss dynamics from the perspective of active last-mile logistics sales operators and enterprise retail shippers.

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Our Work

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10EQS conducted qualitative interviews with former competitor leaders, active customers, and internal experts, alongside targeted secondary research, to benchmark competitive last-mile sales lifecycles. The study evaluated competitor margin thresholds, risk tolerances, deal structures, and accessorial pricing mechanics to identify strategic pathways for maximizing the client's proposal win rates.

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Project team:

• Ex-McKinsey Management Consultant with extensive experience in Logistics & Transportation
• Senior Management Consultant with extensive experience in benchmarking and due diligence
• Research Analyst conducting secondary research and supporting content synthesis
• 10EQS Delivery Operations (=PMO) providing quality assurance, process management, and expert recruitment. 
• 12 industry experts

Industry experts (excerpt)

• Sales Development Executive – Major Intermodal & Freight Enterprise (US)
• Director, Business Development – Specialized Furniture-Focused 3PL Network (US)
• Vice President, Supply Chain & Merchandising – Premium Retail Furniture Enterprise (US)
• Business Development & Supply Chain Manager – Global Maritime & Integrated Logistics Provider (US)

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Results

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The research revealed that the market has become increasingly commoditized, with customers placing significantly greater weight on operational execution and reliability than on sales messaging, technology claims, or contractual guarantees. The study also identified specific competitive perceptions, pricing dynamics, and capability gaps influencing win/loss outcomes, providing leadership with a clear roadmap to strengthen positioning, better articulate value, and align commercial strategy with evolving customer priorities.

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