Companies often ask for the price right away, but there is not much you can say about it yet, because you do not have enough information. If, for example, it is required to load in the middle of the night, the price you mention will be too low. So, you say that you would be happy to come over and discuss the problem. The main goal of this meeting is to understand the needs and challenges of the customer as best as possible and build trust – both in C.H. Robinson and in you – with the customer while doing so.

Back at the office, you discuss the situation with co-workers who specialize in this route; you jointly come up with an appropriate solution and you find the right partners for it. C.H. Robinson does not have any means of transportation of its own, so you will always work with partners that provide the trucks and drivers, for example. After this, you can make a price calculation, and you return to the customer to discuss the possibilities.

Once the deal is concluded, you implement the transportation solution by linking the right contacts at the customer’s company to your co-workers, who will take over from here. You transfer the customer to the account manager and you continue your search for new customers.