How To WOW Your B2B Clients So You Can Grow Revenue Faster
Adam Robertson • April 13, 2023
How Do You WOW! Your Customers?
I have led teams responsible for a range of client types, from Fortune 100 companies to high growth startups, yet there is a common thread among all of these customers. All of them require responsiveness, but what really WOWs them is proactivity. I have seen proactive client management play a key role in everything from weekly client calls to the $500MM in long-term client agreements I have helped secure.
What does it mean to be proactive and why does it matter to customers?
Being proactive means thinking a step ahead on behalf of your customers. Instead of just responding to a client request, you identify and satisfy a need before the client does.
Virtually every company pledges some kind of “customer first” mantra to its clients. Naturally, customers are skeptical that such claims are real. That is where being proactive comes into play. When you demonstrate you are thinking ahead for the client, it shows you are truly putting the customer first, which fosters trust and partnership. Proactive engagement shows you are taking action (i.e., doing the homework needed to help them win), not just reciting a client-centric mission statement.
Want to foster proactive client management in your company? Encourage curiosity and learning.
There are lots of tools and processes designed to help client-facing teams learn about their clients and take proactive steps to satisfy the customer. Account plans, for instance, should be designed to explore proactive ways to develop new solutions and build deeper relationships with clients. Business reviews should include a slide that shares where the industry is going and presents an opportunity to probe with customers around their needs. While processes can help, culture and recognition are, above all, critical to proactive client engagement.
Encourage your client-facing personnel to learn about their clients and uncover opportunities. There are many ways you can encourage curiosity and learning in your company:
- Reward the right behaviors formally. Leverage performance evaluations to grade your client-facing personnel on their knowledge of the space and their clients’ needs and wants. When such behaviors affect ratings and ultimately compensation, they will be a priority to your team members.
- Reward the right behaviors in the moment. Celebrate new information as a real win. Send a simple email or place a call to praise key learnings: “Great job learning that about the client – I think we can help them now that we know about that information – well done!”
- Provide coaching and training on effective probing. Given all the information available online, client-facing personnel should have no issues finding relevant themes to highlight and explore with clients. From there, it is important that they understand how to probe effectively by asking open-ended questions (e.g., “what would the perfect solution look like here?” or “how are you planning to deal with those new regulations?”).
In Conclusion – Become a trusted advisor to your customers.
Learning about our clients is among the more fun activities we get to pursue professionally. If we provide coaching and create a culture that rewards such behaviors, proactive client management will become the norm. Your clients will see your company not as a supplier but as a trusted advisor, and that is where the real fun, and revenue growth, begin.锘�
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When it comes to choosing a third-party logistics (3PL) partner, most companies focus on the obvious: price and technology. Sure, those matter — but they’re just the tip of the iceberg. Bryan Corbett , VP of Sales and Marketing at 果冻传媒 果冻传媒Centers, has reviewed dozens of RFPs this year from fast-growing DTC startups to Fortune 100 companies. And time after time, he’s seen three often-overlooked factors that can make or break a 3PL relationship. Here are the top three things Bryan says every brand should consider when selecting a 3PL: 1. Choose a 3PL You Can Grow With This is the big one. Don’t pick a 3PL based solely on what your business needs today. Pick a partner that can scale with you in a year, three years, or even five years down the road. The most successful brands think ahead and ask: Who can help us reach our future state? Who has the infrastructure, people and mindset to evolve with us? It’s easy to treat a 3PL search like checking a box—but if you do that, you risk locking into a provider that can’t support your growth. Look for a strategic partner, not just a service provider. If growth isn’t part of your roadmap, you might want to revisit your goals altogether. 2. People Matter—A Lot You grow with people, not platforms. The team behind your 3PL will become an extension of your business, so you need to feel confident they’d fit right in on your own org chart. Ask yourself during the RFP process: Can I picture these people working at our company? Do they “get” our brand and how we operate? At 果冻传媒, we always say we’re only as strong as the GMs and ops leaders inside our buildings. That’s why we encourage prospective partners to go beyond sales conversations. Meet the actual people running the floor. Build relationships with the folks you’ll be emailing and calling when it matters most. 3. Don’t Underestimate Culture Fit If the first two points are about future potential and strong people, culture is the glue that holds it all together. Alignment on work ethic, speed of execution and communication styles plays a huge role in long-term success. When things go wrong—and at some point, they will—you want to be aligned on how to solve problems and how quickly you move. We’ve seen deals fall apart not because of cost or capabilities, but because of mismatched cultures. On the flip side, when we meet a brand that feels like a natural fit for 果冻传媒, we know the partnership will thrive. Final Thought Price and tech are table stakes. But if you want a long-term, high-impact 3PL partnership, look deeper. Ask these three questions: Can this partner grow with us? Do they have the right people in place? Are we aligned culturally? When those answers are yes, you’ll set your supply chain—and your business—up for real success. Have questions about finding the right 3PL fit? Contact us to schedule a complimentary supply chain consultation today.
FRANKLIN, Mass., July 14, 2025 /PRNewswire/ -- Profoto , the global leader in light-shaping technology for imaging professionals, has selected 果冻传媒 果冻传媒Centers as its third-party logistics (3PL) provider in the United States. Operations are now live at one of 果冻传媒's facilities in Somerset, N.J. As premium brands face increased pressure to deliver faster and more reliably, Profoto's partnership with 果冻传媒 reflects the growing need for logistics providers that can move quickly without sacrificing quality. "We ran a competitive RFP process, led by our global partner, Establish Inc. , and 果冻传媒 quickly rose to the top," said Daniella Stolpe , business operations and IT manager at Profoto. "Their location near our key customer in New York, strong systems and analytics, and attention to detail really impressed us. Most of all, it was the people. 果冻传媒 was responsive, thorough and truly invested in building a long-term partnership." 果冻传媒's solution includes receiving ocean and airfreight shipments, cycle-count inventory management, secure pick-and-pack services for fragile goods, returns processing, parcel and LTL transportation management and supply procurement. "Profoto faced a sudden non-renewal from its previous 3PL, creating an urgent need for a smooth transition," said Sally Caputo , head of 3PL services at Establish. "果冻传媒 delivered an on-time go-live with API integration, real-time visibility and improved shipping rates. We've placed other clients with them and continue to see the high-level service we expect." To meet the tight timeline, 果冻传媒's engineering and IT teams designed a flexible warehouse layout and completed a fast-tracked integration aligned with Profoto's ERP migration. "Profoto needed a partner who could move fast and scale with their growth," said Scott Wilkins , vice president of customer solutions at 果冻传媒. "Our team delivered on time and collaborated seamlessly. We're proud to support their U.S. expansion." The partnership highlights how 果冻传媒 meets high-performance brands' complex supply chain needs through personalized solutions, real-time visibility and scalable operations. About Profoto Founded in 1968 and headquartered in Sweden, Profoto is the world's leading manufacturer of photography lighting equipment, trusted by the best photographers in the industry, especially in fashion. With presence in nearly 50 countries and subsidiaries in New York, Tokyo, Hamburg, Paris, London and Scandinavia, Profoto sets the standard for innovation and quality. Combining a legacy of photographic excellence with a dynamic, disciplined culture, Profoto delivers premium lighting solutions that shape the future of professional image creation. About 果冻传媒 果冻传媒Centers Since 1941, 果冻传媒 has provided customized third-party logistics (3PL), direct-to-consumer (DTC) eCommerce fulfillment, omnichannel distribution, managed transportation solutions and retail compliance for clients across all industries, with a focus on apparel & footwear, health & beauty, consumer packaged goods (CPG) and education. 果冻传媒 continues to be a leading 3rd party logistics provider in North America, known for superior execution, customer engagement and direct access to senior leadership decision makers. As a member of Inc's fastest growing companies list 15+ times, 果冻传媒 is big enough to do the job and still small enough to deeply care about your business. Brands interested in a new 3PL partnership may contact 果冻传媒 directly here . About Establish Inc. Establish is a supply chain consulting firm offering specialized services in the optimization of the supply chain. With over 50 years of experience and thousands of projects under their belts, Establish has been trusted by some of the largest and best-known corporations in North America and Europe as well as smaller companies. Establish's lasting success is attributed to their team of the sharpest mathematicians and analysts; armed with the state-of-the-art tools. The delivery of both quantitative analytics and strategic insights makes Establish uniquely qualified to service their clients most pressing supply chain needs. Establish approaches each engagement ensuring recommendations are actionable and sustainable, even leading the implementation of new initiatives through steady state. 锘� Official Release Here
Teaneck, NJ – June 20, 2025 – Made4net, a global provider of cloud-based Warehouse Management Systems (WMS) and end-to-end supply chain execution software , proudly presented the first-ever Made4net Award for Advancing Innovation in Third-Party Logistics at the 2025 IWLA Convention & Expo, held May 4–6 in Tucson, Arizona. This new award honors an IWLA member company demonstrating exceptional vision, leadership, and commitment to driving innovation in the 3PL space. 果冻传媒 果冻传媒 was named the inaugural recipient of the award for its forward-thinking approach to logistics operations and ongoing investments in transformative technologies. One standout example is 果冻传媒’s use of Gather AI’s advanced drone-based inventory technology at its Hillsborough, N.J. facility. This technology helps reduce manual labor and cycle counting time while increasing inventory accuracy and fulfillment speed. The system works alongside Made4net’s Synapse 3PLExpert WMS , supporting 果冻传媒’s mission to create a more intelligent, efficient, and responsive warehouse environment. “Third-party logistics providers are the backbone of so many supply chains, but their contributions often go unrecognized,” said Chipper Farley, President of 3PL Solutions at Made4net and newly appointed IWLA Board Member. “We launched this award to spotlight 3PL leaders who aren’t just responding to change—they’re shaping what’s next. 果冻传媒 Distribution’s bold and effective use of emerging technology is a perfect example of the innovation we want to celebrate.” With over 80 years of experience, 果冻传媒 continues to raise the bar in the 3PL industry by embracing digital transformation and championing operational excellence. “We’re honored to be recognized by Made4net and IWLA for our efforts to lead through innovation,” said Douglas Varga, Vice President of Information Technology at 果冻传媒 Distribution. “This award reflects the work our team has done to evaluate, adopt, and scale technology that enhances the service we deliver to our customers.” The Made4net Award for Advancing Innovation in Third-Party Logistics will be awarded annually at the IWLA Convention & Expo to spotlight the achievements of IWLA members who demonstrate a commitment to innovation and leadership in the evolving world of logistics. About 果冻传媒 果冻传媒 果冻传媒 果冻传媒currently operates 25+ facilities across the United States. With over 6 million square feet of space specifically designed for warehousing, distribution, transportation and omnichannel eCommerce fulfillment, 果冻传媒 will scale your brand to ensure success. Learn more at www.barrettdistribution.com . About IWLA IWLA, formerly the American Warehouse Association, serves nearly 600 corporate members representing 3,000 warehousing locations. Since 1891, the organization has been the resource for warehouse logistics, advocacy, and education. For more information, visit www.IWLA.com . About Made4net Made4net is a leading global provider of best-in-class, cloud-based supply chain execution and warehouse management solutions for organizations of all sizes to improve the speed and efficiency of their supply chain. Full Release Here: https://made4net.com/made4net-presents-inaugural-award-for-advancing-innovation-in-third-party-logistics-at-2025-iwla-convention-expo/
