08/27/2026
Before You Price the Deal, Get the Right Data
An RFP is only as good as the information behind it. If the customer profile is incomplete or inaccurate, your pricing can quickly go off track.
At the 2026 IWLA Economics of Warehousing & 3PL Sales Course, Bob Byrnes, global pricing director at Flash Global, and Dawson Hayes, regional business development manager at Distribution Alternatives, will break down what 3PLs need to know when an RFP arrives.
In “The Request for Pricing & Obtaining Profile Data,” attendees will learn how to:
• Qualify an opportunity and determine whether it is worth pursuing
• Identify the profile data needed to build an accurate solution
• Know what questions to ask before developing a price
• Validate customer-provided data and identify potential gaps
• Understand how incomplete or inaccurate profiles can undermine pricing accuracy
• Build a stronger foundation for engineering a profitable solution
Better data leads to better pricing. Learn how to ask the right questions, qualify opportunities, and gather the information you need to build solutions you can confidently price and sell.
The 2026 IWLA Economics of Warehousing & 3PL Sales Course takes place Oct. 7-9 in Rosemont, Illinois. This popular course sells out every year, so register early to secure your spot.
🔗 https://web.cvent.com/event/79b918f1-5853-4d5b-a51e-4328b1bd307a/summary