SERVICES is an acronym that stands for the menu of offerings that sets C.H. Robinson Worldwide apart from its competitors, says Jim Butts, senior vice president. But in the final analysis, a 3PL has to go beyond slogans and really partner with a customer if it is to realize its expectations.

Price is always important, says Jim Jones, vice president of business development and relationship management at DB Schenker. But the emphasis should be on obtaining the best overall solution. That pays huge dividends in the long run.

Business is moving toward a model of empathy for a partner's organization and its goals, both commercial and fiscal, says Michael J. Stolarczyk, president of Kontane Logistics. A long-term, solid relationship built on that kind of collaboration ultimately pays off for all concerned.