In logistics, what we’re really selling is an outcome. An outcome is much different than an output, and it’s how logistics service providers become strategic partners for their customers instead of just tactical providers.
Since a logistics solution typically depends on so many different people, providing a uniform outcome can be challenging. If we’re all using the same information and have the same set of experiences, we might all agree, but that’s hardly ever the case.
For example, picture a conference call trying to get several people to agree on a forecast. With different experiences and different data sets, this can be a huge challenge. But getting that outcome—where everyone is happy, the profit margins are good, and the execution is seamless—can be the difference between a one-off project and a long-term business relationship.