- Always conduct should costing before talking rates. Understand the costs of every component (Equipment, driver wages, fuel etc.) and the best in class purchasers will know those costs as well as the person across the table.
- Don't let emotions and the industry hype sway you. Stay focused with the data.
- Understand your personal procurement situation. Even if the market is "on fire" if you have counter freight to the prevailing freight flows you are in the driver's seat.
I had one person tell me a long time ago that transparency and accuracy will always prevail in costing and I believe them to be right.