Twelve years of freight brokerage operations, written down. Mostly about the two things that quietly decide whether a brokerage grows: the accounts you keep, and the time your best people actually get to spend selling.
Accounts do not churn in freight. They go quiet. Twelve loads a week becomes four, the tenders start arriving on short notice, and the Monday check-in goes ten days without a word. By the time it shows up in your numbers, they are already half gone. What the fade actually looks like, and how to catch it while you can still save it.
Every brokerage I have worked in answered a growth problem the same way: hire another rep, add another desk. It is the most expensive answer available, and it is usually solving the wrong problem. The growth is already sitting in the people you have.
I post shorter versions of this thinking on LinkedIn and X. Interviews are on the press page.