Overview
A mid-market 3PL and logistics operator was expanding across multiple freight corridors and warehouse nodes. Revenue growth was consistent, yet margin performance lacked stability.
Leadership required structural clarity across pricing discipline, lane profitability, capacity economics, and decision governance — before further expansion or technology deployment.
We were engaged to conduct a Strategic Commercial & AI Opportunity Assessment, followed by Executive Advisory during intelligence enablement.
Phase 1
Strategic Commercial & AI Opportunity Assessment
Objective
To diagnose the commercial architecture of the business and identify where predictive intelligence could materially enhance performance.
Scope of Assessment
Commercial Economics
- Freight lane profitability mapping
- Client-level contribution modeling
- Discount frequency and rate erosion analysis
- Contract structure evaluation
- Revenue concentration risk review
Capacity & Throughput Dynamics
- Node-level utilization heat mapping
- Demand variability diagnostics
- Capacity monetization potential assessment
Sales & Pricing Discipline
- Win-rate variability review
- Pricing sensitivity analysis
- Enterprise proposal framing evaluation
- Negotiation pattern diagnostics
Governance & Visibility
- KPI alignment with profitability outcomes
- Reporting cadence assessment
- Decision protocol clarity
- Margin threshold discipline review
AI Opportunity Identification
- Predictive margin modeling potential
- Pricing elasticity simulation framework
- Capacity forecasting opportunity areas
- Client contribution variance modeling
- Intelligence dashboard architecture blueprint
Key Findings
The organization was not operationally weak — it was structurally misaligned.
- High-volume lanes were not consistently high-margin lanes
- Pricing concessions compounded long-term erosion
- Capacity economics lacked forward-looking discipline
- Executive dashboards emphasized throughput over profitability architecture
Growth had outpaced commercial governance maturity.
Deliverables
- Commercial Architecture Blueprint
- Margin Sensitivity Modeling Framework
- AI Opportunity Prioritization Map
- Data Maturity & Readiness Assessment
- Governance Redesign Framework
- ROI Projection Model
- Executive Board Presentation
The output provided leadership with economic clarity and a structured roadmap for intelligence enablement.
Phase 2
Executive Advisory During AI Enablement
Following the assessment, we remained engaged in a board-level advisory capacity while the organization advanced its intelligence initiatives with selected technology partners.
Advisory Focus Areas
- Validation of predictive pricing logic
- Margin threshold enforcement design
- Capacity forecasting model governance
- Executive KPI realignment
- Vendor selection guidance
- ROI impact monitoring
- Governance cadence alignment
We did not participate in system implementation or operational management.
Our role was to protect commercial integrity and ensure that AI enablement aligned with margin architecture and long-term strategic positioning.
Performance Impact
Within months of governance realignment:
- Pricing discipline strengthened
- Margin volatility reduced
- Executive decisions became data-informed and forward-looking
- Enterprise positioning improved
- Risk visibility increased at lane and client level
The organization transitioned from reactive reporting to intelligence-led decision-making.m
What This Engagement Demonstrates
- Sustainable scale requires commercial architecture
- AI enhances performance only when anchored in margin logic
- Governance design precedes operational efficiency
- Executive alignment determines transformation durability
This was not a systems project.
It was a strategic intelligence recalibration.
If Your Logistics Operation Is Scaling Without Predictive Commercial Clarity
A structured commercial and AI opportunity assessment reveals what execution alone cannot.
