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Building a sustainable book of business — Put That Coffee Down

Keeping clients fresh is a challenge worth taking on

This show is sponsored by Surge Transportation. Surge Transportation is the fastest growing 3PL in the logistics space today. Based in Chicago and Jacksonville, they offer unrestricted access to almost all accounts, limitless territory, and a chance to be a key player in a growing company. To find out more email

How do you maintain a book of clients that is constantly changing? How do you keep faces fresh but build on existing client relationships at the same time?

On this episode of Put That Coffee Down, Kevin Hill and Richie Daigle look at how to build a business book that stands the test of time but also is flexible enough to grow as your company does. 

They welcome Benjamin Kowalski, co-host of the Freight 360 podcast, to discuss the advice he gives to new brokers entering the business about client growth. The three talk about how client building is all about consistent effort instead of “sprinting” to the finish.

They also examine warning signs that your business strategy isn’t working to the best of its abilities and what to do to get back on track with your goals. 

You can find more Put That Coffee Down episodes and recaps for all our live podcasts here.

Kaylee Nix

Kaylee Nix is a meteorologist and reporter for FreightWaves. She joined the company in November of 2020 after spending two years as a broadcast meteorologist for a local television channel in Chattanooga, Tennessee. Kaylee graduated from the University of Oklahoma in 2018 and immediately made the Tennessee Valley her home. Kaylee creates written summaries of FreightWaves live podcasts and cultivates the social media for FreightWaves TV.