What is the decision latency target for winback outreach?

Target decision latency is <= 48 hours. Engage within 48 hours to keep momentum. Typical SLAs: RFP refresh initial outreach <= 24 hours, web activity spike engage <= 48 hours, prior loss internal review <= 24 hours, regulatory advisory <= 72 hours.

Which signals should trigger immediate outreach?

Primary signals include RFP refresh or amendment, a spike in bid-related web activity, prior loss with high service-impact metrics, and regulatory updates affecting routes. Triage by expected value and urgency.

What key metrics are tracked for winback campaigns?

Track decision latency (hours), winback yield (%), SLA_score (0-100), and lifecycle_cost_estimate (USD). Also monitor TCO, on_time_delivery_pct, cargo_integrity_rate, and cost_variability.

What is MCDA and how is it applied to bids?

MCDA is multi-criteria decision analysis. Use it to weight factors like reliability, cost, and data transparency for bid scoring and to prioritize outreach content and channel selection.

How does the rapid offer engine move from signal to outreach?

Process: ingest RFP events and web signals into a bid store, score triggers with change-point detection and contextual bandit rules, assemble a TCO-backed MCDA-weighted offer, execute multi-variant outreach (email/SMS), then audit and iterate.

What negotiation scripts and pilot SLA tweaks are recommended?

Use a concise re-engage opener offering a 30-day pilot to validate lifecycle savings. For pilots set on-time >= 95%, apply a credit mechanism if misses exceed 2%, schedule a monthly review, and add an executive checkpoint at 30 days.

How should regulatory flag anomalies be handled?

Treat sudden spikes in regulatory_flags as high-priority change points. Rerun MCDA weight calculations, issue a concise compliance impact note with mitigations and revised timeline, and flag anomalies in the immutable audit log for review.

Same‑Day Winback Playbook

TLDR

Compress bid decisions to hours/days, not weeks: target ≤ 48h decision latency for same‑day winbacks.
Tailored for 10–24 employee logistics teams: use TCO narratives + MCDA scoring to strengthen long‑term bids.
Prioritize signals (RFP changes, bid activity spikes, past losses); run quick pilots with clear SLA targets and executive sponsorship.
Use the rapid offer engine and auditable bid data to automate outreach and maintain versioned analytics (winback_v1.csv).

Executive snapshot

2025-09-12

TL;DR — Decision latency target: ≤ 48 hours. Winback yield goal: +20% quarter-over-quarter. Show lifecycle savings within 12 months.

Key metrics tracked: Decision latency (hours), Winback yield (%), SLA_score (0–100), Lifecycle_cost_estimate (USD).

60% 48 hrs

TCO: Total cost of ownership. Use on-route costs, dwell, and handling when estimating.
MCDA: Multi-criteria decision analysis. Weight reliability, cost, and transparency for bid scoring.
SLA_score: A composite 0–100 score summarizing commitments for on-time performance, damages, and credits.

Engage within 48 hours to keep momentum and increase chance of reclaiming the bid.

Signal triage

Signal	Action	SLA
RFP refresh / amendment	Start a tailored value narrative; surface TCO claim and MCDA weights for decision makers.	Initial outreach ≤ 24h
Spike in bid-related web activity	Initiate multi-variant outreach; deploy analytics snapshot and heatmap to show momentum.	Engage ≤ 48h
Prior loss with high service-impact metrics	Escalate to executive sponsor; propose a short, measurable pilot tied to SLA_score.	Internal review ≤ 24h
Regulatory update affecting routes	Send a concise compliance impact note with mitigations and revised timeline.	Advisory ≤ 72h

How to triage quickly (expanded)

Prioritize signals by expected value and urgency. First, check decision latency on the record. Second, score the opportunity using MCDA weights. Third, allocate outreach templates based on signal type: compliance notes for regulatory events, pilot proposals for prior losses, and multi-variant creative for activity spikes.

Rapid offer engine

Automate these building blocks to move from signal to outreach in hours, not days. The offer engine uses a simple bid data schema to make offers consistent and auditable.

Bid data schema (operational fields): bid_id, RFP_date, decision_latency_ms, outreach_sequence_step, on_time_delivery_pct, cargo_integrity_rate, cost_variability, lifecycle_cost_estimate, SLA_score, regulatory_flags, competitor_radius_status, outcome.

Implementation notes

Use change‑point detection to reduce false positives. Combine a contextual bandit for channel selection and an MCDA layer for content weighting. Keep an immutable audit log to show changes to offer logic and weights.

Negotiation scripts & SLA tweaks

1) Re-engage opener:
"Thanks for the update on RFP [id]. Our analysis shows a potential X% lifecycle saving via route optimization and reduced dwell — we can validate in a 30-day pilot. Available to discuss in 24–48h?"

2) Escalation to executive sponsor:
"We previously lost [id] due to [reason]. Since then we improved on_time_delivery to Y% and reduced cost variability by Z%; propose a short pilot with SLA_score target of 95."

SLA tweak example:
- Pilot SLA: On-time ≥ 95%; credit if missed > 2%; monthly review cadence; executive checkpoint at 30 days."

Quick SLA checklist

Define measurable pilot goals (on-time %, cargo integrity).
Set a simple credit mechanism for misses.
Schedule executive review at 30 days and a public scorecard shared with the buyer.

Competitive matrix

Use this as a quick internal check before outreach. Highlight one differentiator in the first message.

Post-win analytics & versioning

Machine-readable dataset name: winback_v1.csv. Fields align with the bid data schema listed above. Version: 1.0.0. Last updated: 2025-09-12. License: internal.

Dataset considerations and export notes

Keep a version column. Export CSVs with a manifest that lists field definitions, units, and the MCDA weight set used. Retain prior versions for at least 12 months to support audits and bid appeals.

Same-day decisioning, winback automation, TCO optimization, lifecycle savings, MCDA scoring, rapid RFP response, bid transparency, on-time delivery commitments, cargo integrity, dwell-time reduction, route optimization, regulatory compliance updates, pilot programs, SLA-driven negotiations, audit trail, data-driven bids, post-win analytics