What’s holding your freight brokerage back from achieving growth? Lack of focus, poor data, or chasing the wrong customers?

In today’s episode, Dr. James Kenny is back on the show as we speak about why building a clear strategy and defining your ideal customer profile is the real foundation before you even think of bringing AI, automation, or tech solutions into your business!

Jim and I talk through the three key components of a modern tech stack: predictive analytics, generative AI, and conversational intelligence, and how refining your vertical focus can drive consistent growth.

Clean data, clear direction, and disciplined execution are what give you a competitive edge in freight, so dive in to discover more from our conversation!

 

About Dr. James Kenny

Dr. Kenny taught and researched Strategic Marketing, Professional Selling, Sales Management, and Third-party Logistics. During his twenty-five years at Western Illinois University, he was nominated for Teacher of the Year fourteen times and won three times. He also received the Provost's Award for Teaching Excellence. Additionally, Dr. Kenny has won two Faculty Excellence awards. He has published and presented papers in strategic planning, transportation brokerage, sales management, and professional selling.

He earned his Ph.D. from Oklahoma State University. He was a four-time recipient of the McAlister Scottish Fellowship for doctoral students. He completed his academic career by winning the American Marketing Association Doctoral Consortium Fellowship at Harvard University.

Professionally, Dr. Kenny has supplied consulting services to over 180 firms (Logistics, Private Equity, Software, Insurance, and Financial Services) and trade associations nationwide. A sample of his client list includes UPS Worldwide, FedEx, Trinity Logistics, Allen Lund Company, Landstar, TransCore DAT, Total Quality Logistics, McKinsey & Co., and AT Kearney.

Dr. Kenny has served on the Board of Directors of the Warehouse Education Research Council (WERC). He won the 2001 President's Service Award from the Certified Professional Insurance Association (CPIA) for his Marketing Audit Program and the 1996 Outstanding Service Award from the Transportation Intermediaries Association (TIA) for his Consultative Sales Program. Professor Kenny was presented with the 2010 Horizon Award for lifetime service to the Transportation Intermediaries Association (TIA).

 

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