Most carriers want direct-shipper lanes. Most try the transition before having foundation to make it pay — then retreat to boards.
1. Do you know your all-in cost per mile on top lanes?
Hard numbers are required to negotiate profitable rates.
2. Do you have lane discipline?
Shippers want carriers who show up on schedule — not ones who ghost them for a better deadhead.
3. Can you name your ideal shipper in three criteria?
Location, freight type, payment terms. No target means no lasting relationships.
4. Do you have a follow-up system for cold inquiries?
Direct relationships take 60–90 days. Expecting contracts in two weeks means quitting before payoff.
5. Is your dispatch load manageable enough to prospect?
FAM requires outreach time. Running at 100% capacity means you can't build what you don't have time for.
Score: 4–5 green — ready to move off boards. 2–3 — shore up gaps first. 1 or none? Take the Freight Acquisition Scorecard — it maps your gaps and the order to close them.