Book of Business

The phrase "book of business" is to become the standout term of 2024 (and its only March), and I'm not referring to books by the likes of Tony Robbins or Gary Vaynerchuk (big shoutout to Gary V #Legend).

The pressure exerted by certain companies on job seekers to transfer their book of business surpasses anything I've witnessed in the last 15 years.

It's become a prerequisite for over half of the sales positions we encounter, both domestic freight brokerage and international freight forwarding.

These companies expect candidates to:

A. Commit to bringing in a book of business from Day 1.

B. Cover their expenses within 12-20 weeks, yes, weeks, not months.

In addition, Non-Compete and Non-Solicit agreements are often glossed over by hiring managers until the previous employer sends that cease and desist letter.

The candidate is then left as collateral damage when their contract is terminated to avoid potential legal action despite the promise of legal support by the new employer when they joined.

For job seekers navigating this landscape, here are my top tips:

1. During interviews, be forthright about the relationships you maintain with customers; avoid overcommitting on what you can deliver.
2. Inquire about the hiring manager's expectations and timelines regarding cost coverage, and don't hesitate to push back if the demands seem unachievable.
3. Prior to resigning, seek guidance from an independent attorney to review your current non-solicit or non-compete agreements.
4. Explore the entirety of the job market; some companies prioritize hiring based on skill rather than a pre-existing book of business.
5. Partner with Altius Talent #freightforwarding #3pl #AltiusTalent