Fluctuating market conditions can impact the ability for a forwarder to grow its business and expand its customer base. Resiliency during challenging times is key. Openness to change, adapting to meet the moment is important to growth. To address changing market conditions, it’s important to work to stay top-of-mind through ongoing communication with customers and prospects in an effort to build stronger business relationships and deliver critical value. By adopting a CRM (customer relationship management) system designed for the unique needs of freight forwarders and logistics service providers, businesses can boost collaboration across sales and operations teams to eliminate unproductive siloed information, be more effective and deliver a better customer experience. When a forwarders’ customer data is all in one place in a CRM the information needed to create mass marketing campaigns, qualify and rank leads, and integrate with email solutions allows companies to get its message out to prospects and identify new business opportunities. Management through reporting and dashboards is able to better evaluate business prospects and trends for better visibility to its sales pipeline growth engine. Other resiliency measures to address market fluctuations: · Visibility solutions for timely, actionable freight data that can be used to improve operational performance, resilience, and agility. · Digital connections and integrated solutions · Freight technology tools to strengthen a forwarders’ competitive position Disruptive market conditions are an opportunity to adapt and acquire new digital solutions.