In the competitive world of freight and logistics, securing steady work isn’t just about owning a truck or hiring a skilled driver—it’s about building sustainable contracts and client relationships that drive long-term revenue. For many owner-operators and fleet owners, the question isn’t whether there’s work available, but how to get trucking contracts that are consistent, profitable, and reliable.
Whether you’re launching your trucking company or looking to grow your existing operation, understanding how to land valuable contracts and turn one-time gigs into repeat business is critical. In this comprehensive guide, we’ll explore how to get trucking contracts, establish your reputation in the industry, and build lasting partnerships that fuel your growth.
Let’s dive into the strategies that separate thriving trucking businesses from those struggling to stay afloat.
1. Understand the Types of Trucking Contracts Available
Before jumping into the bidding war for new work, you need to understand the landscape of trucking contracts and which types best align with your business model.
Dedicated Freight Contracts
These are long-term agreements with shippers who need regular transportation of goods.
Spot Freight Contracts
These are short-term or one-off jobs. They’re more volatile but can offer higher pay during peak demand.
Government Contracts
Lucrative and often long-term, government contracts require specific licensing, compliance, and often bidding through procurement portals.
Brokered Contracts
Freight brokers connect carriers with shippers, acting as middlemen. You can access a wide range of jobs, though your profit margins may be lower.
Tip from Trucking Business In a Box:
Specialize first. Pick a niche (like refrigerated goods, construction materials, or last-mile delivery) and target contracts that suit your setup.
2. Register Your Trucking Business for Contract Readiness
You can’t compete for serious contracts if your business isn’t legally and operationally prepared. Here’s how to get trucking contracts by getting your foundation right.
Form a Legal Entity
Register your business as an LLC or corporation. This improves credibility and protects your personal assets.
Get a USDOT and MC Number
The Federal Motor Carrier Safety Administration (FMCSA) requires these for interstate hauling. Many shippers won’t even talk to you without them.
Obtain the Right Insurance
General liability, cargo insurance, physical damage, and workers’ comp are crucial. Having robust coverage shows you’re a serious operator.
Get Your Truck(s) Compliant
Ensure your vehicles pass inspections, meet environmental standards, and are equipped with ELDs (electronic logging devices).
Build a Strong Online Presence
Many clients check Google, LinkedIn, or your website before signing a deal. Invest in a professional online brand.
Insider Advice from Trucking Business In a Box:
Use online platforms to manage compliance, contracts, and tracking. It enhances trust with shippers.
3. Leverage Load Boards and Freight Brokers for Initial Contracts
Load boards and freight brokers are often the first step in learning how to get trucking contracts. They act as a bridge between independent carriers and shippers.
Top Load Boards to Use
- DAT Load Board
- TruckStop.com
- 123Loadboard
- Direct Freight Services
- Convoy, Uber Freight (apps for digital booking)
Working with Freight Brokers
Freight brokers can give you consistent access to loads, but you need to vet them. Look for brokers with good credit ratings and transparent payment policies.
How to Stand Out on Load Boards
- Respond quickly to postings
- Have clear communication
- Maintain a strong delivery record
- Collect positive ratings and reviews
Start Local, Scale National
Use load boards to build experience with local or regional contracts before chasing national routes.
Note: Many long-term clients still come from short-term load board jobs that turn into repeat gigs when trust is built.
4. Build Relationships Directly with Shippers
If you want to scale, working directly with shippers without a middleman offers the best margins and long-term contracts. This is where real growth happens.
Cold Outreach Works
- Identify businesses that need regular shipments (warehouses, farms, factories, retailers).
- Call or email their logistics or procurement managers.
- Pitch your reliability, safety record, and regional knowledge.
Network at Industry Events
Trade shows like the Mid-America Trucking Show (MATS) or American Trucking Association (ATA) events are great places to make contacts.
Use LinkedIn to Connect with Logistics Managers
Post consistently, share behind-the-scenes trucking content, and message decision-makers in supply chain departments.
Offer a Trial or Discounted First Run
Lowering the barrier for first-time clients can lead to bigger, recurring contracts if you deliver exceptional service.
Pro Tip from Trucking Business In a Box:
Create a “pitch deck” that shows your capabilities, service areas, insurance coverage, and customer testimonials to make a strong first impression.
5. Maintain High Standards to Win Repeat Business
Once you win a contract, your next goal is to keep it—and possibly expand it. The best trucking businesses know that reputation is everything.
Always Be On Time
Late deliveries cost shippers money. On-time delivery builds trust and long-term relationships.
Communicate Clearly and Proactively
Update clients on delivery progress, delays, and estimated arrival times. Silence creates anxiety.
Be Transparent About Issues
Things go wrong. Mechanical failures or weather can delay delivery. Own the problem and offer solutions.
Invest in Customer Service
You may be hauling freight, but your business is a service business. Treat your clients like VIPs.
Ask for Feedback
After each delivery or contract cycle, ask how you did. This gives you insight to improve and makes clients feel valued.
6. Use Technology and CRM Systems to Scale and Retain Clients
As your business grows, managing multiple contracts and relationships manually becomes tough. Here’s how to streamline operations for scalability.
Customer Relationship Management (CRM)
Use CRMs like Zoho, HubSpot, or specialized freight software to track leads, clients, renewal dates, and feedback.
Automate Your Invoicing and Payments
Speed up payments and reduce administrative burden using tools like QuickBooks, TruckingOffice, or CloudTrucks.
Fleet Management Tools
Software like Samsara, KeepTruckin, or Fleetio can help with GPS tracking, compliance, maintenance, and route optimization.
Data-Driven Insights
Use data to determine your most profitable clients, routes, and contract types. Drop unprofitable ones and double down on what works.
Offer Loyalty Programs or Discounts
To encourage longer contracts, offer bundled pricing, discounts on mileage thresholds, or loyalty incentives.
What We Recommend:
Trucking Business In a Box offers tech bundles and pre-built systems to help owner-operators scale faster and smarter.
Conclusion
Getting into the trucking industry is one thing—learning how to get trucking contracts and building long-term relationships is what turns a truck into a profitable business. From load boards and freight brokers to direct outreach and operational excellence, the path is clear but requires discipline, professionalism, and strategy.
By leveraging tools, staying compliant, and focusing on relationship-building over one-time wins, you can build a trucking business that not only survives but thrives.
If you’re ready to turn your truck into a true business asset, Trucking Business In a Box is your partner in success. We provide everything you need—from business registration support to contract strategy and tech systems—to help you hit the road with confidence.
