Most carriers under 10 trucks spend their first years reacting to load boards — spot rate chasing, deadhead miles, rate erosion. FAM methodology flips that: systematic shipper targeting, direct relationships, contract lanes that move your numbers.
Days 1–28: Shipper Research
Audit your current lanes. Which shippers are paying above average? Which lanes have the most deadhead? Build a target list of 20–30 shippers with published freight in your region. Use public load boards and industry databases. Aim for 5–8 outreach targets per week.
Days 29–56: Outreach & Negotiation
Contact 2–3 shippers per week. Frame your value around lane consistency, equipment availability, and reliability. Learn the difference between rate-per-mile and flat rate structures. One warm conversation per week compounds into a pipeline.
Days 57–90: Dedicated Lane Development
Demonstrate reliability. Pull TMS data to show on-time performance and damage rates. Goal: at least one dedicated lane with a shipper contract by day 90.
Before starting the plan, see get your FAM Freight Acquisition Scorecard to benchmark where you are today with the Freight Acquisition Scorecard.