Adapt to Connect: The Logistics Skill You Didn’t Know You Needed
If you’ve worked in logistics for longer than five minutes, you know this industry is all about relationships, and relationships are all about trust. Building that trust doesn’t always mean being the loudest, smartest, or most experienced person in the room. Sometimes, it means reading the room and meeting people where they are.
That doesn’t mean being fake. It means being flexible.
Adapting your communication style, your behavior, and yes, even your attire, is one of the most underrated skills in logistics. Whether you’re pitching a new client, troubleshooting a warehouse delay, or talking drivers through a reroute, success often comes down to your ability to connect. And connections start with how you show up.
You’re Not Changing Who You Are, You’re Customizing the Delivery
Let’s get one thing clear: this isn’t about pretending to be someone you’re not. It’s about being thoughtful in how you present yourself so that the other person feels at ease, heard, and respected.
The way you talk shop with a dispatcher over a 6 a.m. coffee is probably (and hopefully) different from how you speak to a room full of investors. Not because you’re two different people, but because context matters.
The Power of Adaptive Communication
There’s actually science behind this. According to a McKinsey report, soft skills like emotional intelligence and adaptability are increasingly being valued alongside technical skills, especially in industries where human coordination is key. Logistics is full of moving parts, but people are the ones who keep everything running. Being able to flex your tone, language, and energy to suit the person and the moment? That’s a competitive advantage.
In sales and operations especially, knowing when to go heavy on the jargon, or avoid it entirely, can be the difference between sealing a deal and losing a prospect. A small business shipper may not know what NMFTA (National Motor Freight Traffic Association) codes or demurrage mean, and they shouldn’t have to. On the flip side, a seasoned 3PL might expect you to speak their language fluently.
Same goes for body language, tone, and energy. Some clients want you to shoot it straight, no fluff. Others want to feel like you’ve rolled out the red carpet. The key is paying attention, then adjusting accordingly.
Attire and Setting Matter More Than You Think
It’s not just what you say. It’s also what you look like saying it.
When I first started in the industry the office I worked in specialized in shipping produce, and my first meeting with a client did not go well. I showed up at an industrial farm in a pencil skirt and slingbacks. Not only did I stand out but I missed the tour of the packing line because I didn’t have appropriate footwear. Let’s just say I started keeping a change of clothes and steel-toed shoes in my car after that.
Think about how different the vibe is at a farm office vs. a boardroom vs. a trendy co-working space. Each space comes with its own set of expectations, spoken or not. Showing up in a pressed blazer and loafers might be perfect in a formal pitch but could feel tone-deaf walking into a dusty warehouse yard.
When people can visually see that you “get” their world, walls start to come down. Rapport builds faster. You’re no longer just another vendor, you’re someone who understands their day-to-day.
The Bottom Line
Customizing your approach is not about watering yourself down. It’s about being intentional with your presence and communication so you can actually be heard. And in an industry where trust and execution are everything, being heard is half the battle.
You don’t have to be a chameleon, but having a little behavioural agility in your back pocket? That’s just smart logistics.
