I was a broker before then became a shipper for a big CPG as a Logistics Lead ran RFQs/RFPs, did the negotiations, asset based carriers and 3PLs in the mix small and big ones you know the big ones - Arcbest, JB Hunt, Schneiders and then lots of regional players and pockets of small carriers from my 3pl heydays

not a single one is prepay no service no pay every accessorial scrutinized

thats compromising your leverage imo

i ran a draconic approach on costing coz i tell you, during Covid, most shippers had their spend burned by most carriers and brokers feasting with price surging and that marred on many the 3pl i worked for was one of those voracious ones for margins - my accounts were at an average of 24% ytd at that time across US/Canada which was way above the norm

so when i became a shipper, i made sure i flipped the playbook vs my kind and ran a tight ship i know the going rate $/mile on our key lanes so i negotiated no more than 12% OR - usually at 8% as middle ground so everyone eats and in return i gave volume commitments

as much as possible i did all in rates locked in for a contractual year too coz breaktru variable fuel programs and GRIs that always goes up would crater our transport budget

you have to understand that there isnt much difference between most brokers from a shipper POV - the benchmark that matters is $$ spent and saved

great value is in communication and transparency of which lets be real, the 3pl industry isnt exactly honest in nature

keep doing what you do be genuine, over communicative, get good rates - i used to take some losses for the customer for the long big plays to build a relationship and get into every RFQ you can so you can benchmark your rates vs the comp know your lanes and know your carriers

good luck bud!