I'm looking for suggestions on how to salvage this deal or tips on finding another suitor. I'm a 4PL and my company negotiated this offer with a rail-intermodal carrier to move our customer's freight (a major shipper and 3PL) from Los Angeles to Chicago at what I believe is a sweet deal with 10 weekly guaranteed bookings totaling 40 rail boxes a month. Our proposed offer are ~$1.5K above their target but significantly below what the railroads and other IMCs are charging their small-mid sized shippers ($6-7K) due to the high volumes our customer can commit to. However, my customer pulled out citing that they wanted pre-pandemic rates which have historically been ~$3,000 incl. drayage and drop trailer at both shipper and consignee.
Any tips on negotiating or finding another suitor would be helpful. It's unlikely that we can return to renegotiate with the original customer. Thoughts: i) we can commit to the volumes and sell these on the spot market for a $1K markup or ii) find another large scale shipper (but how?) that is willing to commit to these volumes.
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