A regional 3PL needed to defend a longstanding healthcare customer relationship in a competitive RFP.
How Leverage helped the incumbent strengthen its proposal, advance to formal presentations, and retain a key healthcare customer through a signed contract renewal.
57
page rfp response
2 Years
pricing models evaluated
Client
Advanced to final round
Incumbant
position retained
Client
Privately held regional third-party logistics provider
Sector
Logistics Providers / Healthcare & Life Sciences
Location
United States
Scope
Incumbent 3PL RFP strategy, response development, and presentation support
Services
RFP Response, Commercial & Growth Strategy; Warehouse & Distribution
An established partner had to prove its value anew.
A privately held regional 3PL had built a longstanding relationship with a medical device customer whose distribution requirements were complex and highly regulated. When that customer launched a consultant-managed RFP to reassess its U.S. distribution operation, the incumbent had to compete on financial rigor, modern technology, and execution readiness—not just its history of service.
The new requirements called for a credible warehouse solution and a transition without service disruption. Under a compressed response timeline, the 3PL engaged Leverage to lead proposal strategy and development while positioning the business as a reliable partner for the customer’s next phase.
What stood in the way, and what we were asked to deliver.
What stood in the way
-
Differentiating in a competitive RFP
The client needed to demonstrate its operational strengths, service reliability, and value to remain competitive against other logistics providers. -
Rigorous evaluation criteria
A third-party-managed RFP assessed pricing, operating capabilities, systems fit, and site-level execution readiness. -
Modernization with cost discipline
A credible technology and facility plan had to remain commercially competitive and financially sustainable. -
Compressed bid timeline
Operational, commercial, and executive inputs needed to become a coherent, compliant proposal on schedule.
What we were asked to deliver
-
Defend a strategic customer relationship
Present the incumbent as a strong long-term partner by demonstrating both continuity and the ability to improve. -
Develop an evaluator-aligned response
Address the RFP criteria with a credible operating solution, technology plan, and clear differentiation. -
Validate competitive economics
Build transparent and sustainable pricing grounded in operating costs, labor requirements, and capital assumptions. -
Advance through the selection process
Submit a complete proposal that could earn further consideration and a formal presentation opportunity.x`
Turning incumbent experience into a stronger bid.
Leverage coordinated positioning, operational solution design, pricing validation, and proposal execution to present the incumbent as a credible long-term partner.
RFP strategy and positioning
Reviewed RFP requirements and scoring criteria, then aligned leadership on win themes centered on service continuity, operational maturity, and incumbent strengths. Coordinated clarifications with the RFP administrator to keep the response aligned with evaluator expectations.
Technology-enabled solution development
Helped articulate a modernization plan incorporating warehouse and labor management systems, facility configuration, and future capacity needs. Positioned these improvements alongside the benefits of existing infrastructure and a low-disruption transition.
Pricing and commercial validation
Reviewed year-one and year-two operating budgets, labor assumptions, capital needs, and pricing to support a competitive response. Checked that commercial assumptions and the proposed operating scope remained consistent with RFP requirements.
Proposal delivery and presentation preparation
Managed content integration, version control, and final quality checks for a 57-page RFP submission delivered on time. Strengthened the executive narrative and supported preparations for evaluator questions and a formal proposal presentation.
Leverage transformed a high-stakes RFP response into a compelling case for retaining the incumbent showcasing its proven service reliability, operational improvements, and competitive pricing.
What the client got.
Advanced to formal evaluation
The client was selected to advance to the next RFP round and invited to formally present its proposed solution.
Stronger incumbent positioning
The proposal made the value of service continuity tangible while presenting a credible technology and operational improvement plan.
Proposal and presentation support
Following the RFP submission, the client engaged Leverage to support the formal presentation and reinforce its differentiation with evaluators.
Contract formally renewed
After repeatedly deferring its broader sourcing decision, the healthcare customer formally renewed its contract with the incumbent 3PL. The renewal preserved a strategically important relationship and ensured continuity of service.
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