What 3PLs Actually Need From Brands in a Fulfillment RFP (And Why It Matters)

If you’ve ever issued a fulfillment RFP and felt like the responses were all over the place, you’re not alone.

From a brand’s perspective, RFPs often feel like a pricing exercise. From a 3PL’s perspective, they’re a risk assessment. When those two realities don’t align, the result is wasted time, shallow proposals, and partnerships that don’t last.

The truth is simple: 3PLs don’t need perfect data. They need usable clarity.
This article breaks down what fulfillment providers actually need from brands during an RFP, why it matters, and how to tell if you’re ready to start.

Why Most 3PL RFPs Fall Apart

Most RFP issues aren’t caused by bad intent. They’re caused by missing context.

When brands submit RFPs without foundational information, providers are forced to:

• Make assumptions
• Pad pricing to manage risk
• Decline opportunities that might otherwise be a fit

That doesn’t help brands get better outcomes. It just creates noise.

Strong 3PLs are not looking for the lowest-effort deals. They’re looking for clear inputs that let them assess operational fit, cost drivers, and service expectations with confidence.

What 3PLs Actually Need From Brands

At a high level, providers need answers to four basic questions:

1. What does fulfillment look like today?
2. What data supports that reality?
3. What does “better” mean for your business?
4. How will a decision actually get made?

You don’t need a 40-page RFP to answer those questions. You do need structure.

The Fulfillment RFP Readiness Basics

Before launching an RFP, most providers quietly evaluate whether a brand is ready. You can do the same self-check in a few minutes.

Operations

☐ We can explain how orders ship today
☐ We know how many SKUs we sell

Why this matters:
If a provider can’t understand your current fulfillment flow, they can’t design a better one. SKU count, order profiles, and shipping methods directly affect labor, storage, and cost modeling.

Data

☐ We have recent order history
☐ We can estimate growth for the next year

Why this matters:
3PL pricing is built on volume assumptions. Without historical orders and a reasonable growth outlook, providers either decline or price defensively.

Expectations

☐ We know what “better” looks like (cost, speed, service)
☐ We know what we’re flexible on

Why this matters:
If everything is a priority, nothing is. Providers need to understand where they can optimize and where they can’t. This is how realistic proposals are built.

Decision

☐ We have internal agreement on timing
☐ We have a rough budget range

Why this matters:
Unclear decision paths are one of the fastest ways to stall an RFP. Providers want to know if the process is real, resourced, and moving toward a decision.

How to Read Your Results

• 5 or fewer “Yes” answers
  You’re not behind. You just need to gather basics before starting an RFP.
• 6 or more “Yes” answers
  You’re ready to compare providers in a meaningful way.

This isn’t about perfection. It’s about giving providers enough signal to assess fit.

Why This Benefits Brands and 3PLs

When brands come prepared:

• Providers spend less time clarifying basics
• Pricing reflects reality instead of risk padding
• Proposals are easier to compare
• Both sides enter the relationship with aligned expectations

That’s how long-term fulfillment partnerships are built.

At Slotted, we see this pattern repeatedly. Structured inputs lead to better decisions not because anyone is pushed in a direction, but because uncertainty is removed.

Slotted Brand Direction

Next Step: Structure Your RFP for Fit

If you’re planning a fulfillment RFP, start with readiness.

Our Fulfillment RFP Readiness: The Basics checklist is designed to help brands quickly determine whether they’re ready to engage providers without creating unnecessary work for either side.

Next step: structure your RFP so providers can assess fit, not guess intent.

When inputs are clear, outcomes follow.