Is this shipper a good fit for your operation?
Use this checklist to decide what to progress, what to clarify, and what to decline. An inquiry becomes a qualified opportunity when there is evidence of fit and an agreed next step.
Everyday Ecom / Operator field guide / Updated September 29, 2026
Start with three labels.
Mark each requirement confirmed fit, needs clarification, or confirmed mismatch. Record the source and date. Missing information is a question to resolve, not a reason to invent a score.
Before using the checklist, your operations and commercial owners should agree on their hard limits: product exclusions, service footprint, minimum account economics, supported workflows, and available onboarding slots.
The eight checks.
| Check | Ask the shipper | Confirm internally |
|---|---|---|
| Service & geography | Where is inventory coming from, where are orders going, and which services are required? | The facility and service actually support that footprint. |
| Product & handling | What are the product types, dimensions, weights, restrictions, and special handling needs? | Required storage, equipment, training, and any necessary approvals are available. |
| Volume & variability | What are typical and peak orders, units per order, pallets, receipts, and returns? | Labor, storage, and throughput can cover the expected range, including peaks. |
| SKU & workflow complexity | How many active SKUs, bundles, kits, lots, expiry dates, or retailer requirements are involved? | The workflow is supported and its complexity can be priced. |
| Channels & integrations | Which storefronts, marketplaces, ERP, EDI, or order systems must connect? | The integration exists or has a feasible, scoped setup path. |
| Economics | What service mix, seasonality, and commitment can the shipper support? | The proposed account meets your own minimums and margin requirements after delivery costs. |
| Timing & migration | Why change now? What inventory transfer and go-live dates are expected? | There is a realistic implementation window and named onboarding owner. |
| Buying process | Who evaluates the operation, approves the commercial terms, and makes the decision? | There is a contact who can progress requirements and agree on a next step. |
Make one clear decision.
| Decision | Use it when | Next action |
|---|---|---|
| Progress to discovery | No known hard mismatch; sufficient initial fit; prospect agrees to a discussion. | Book discovery, assign a sales owner, and list remaining questions. |
| Clarify before progressing | A material requirement or constraint is unknown. | Ask for the smallest useful missing detail and agree on a follow-up date. |
| Nurture with permission | Fit appears plausible but timing or available capacity prevents a current opportunity. | Record the reason and a mutually agreed future contact date. |
| Decline or refer | A confirmed requirement falls outside your operational or commercial limits. | Explain the relevant mismatch accurately; record the reason. |
A worked example.
Illustrative only: a brand reports 2,000 monthly orders and a compatible storefront, but has not shared peak volume or storage needs. That is a promising inquiry with missing information. Confirm the peaks, product handling, storage, and launch timing before calling it quote-ready. The order count alone does not prove fit or profitability.
Copy this handoff record.
- Company, website, contact, and source where known.
- Requested service and location; typical and peak volume.
- Product, SKU, handling, and integration requirements.
- Confirmed fits, confirmed mismatches, and unresolved questions—with evidence.
- Operational reviewer, sales owner, decision, and next action date.
Once initial fit is established, use the inquiry-to-quote guide to move the opportunity forward. For a wider review of acquisition gaps, download the Shipper Pipeline Scorecard.
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