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Dear Quota Team,

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I've been selling commercial cleaning supplies to a family-owned restaurant chain for over 10 years, building a strong relationship with the original owner who always trusted my recommendations and paid invoices promptly. Last month, he retired and handed the business over to his 35-year-old son, who seems determined to prove he's not his father. The son questions every invoice, demands detailed justifications for products his dad bought without hesitation, and has started getting quotes from competitors for the first time in a decade. He's told me directly that he thinks his father was "too trusting" and that he plans to "run things more professionally." I understand wanting to make his own mark, but he's treating our established partnership like it means nothing and acting like I've been overcharging them for years. How do I rebuild trust with someone who seems to view our long history as a liability rather than an asset?

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Starting Over in Location withheld 

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Dear Starting Over,

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This is a classic generational transition challenge where the son feels pressure to differentiate himself from his father's approach, and unfortunately, you represent the "old way" of doing business. Rather than defending your past relationship, embrace his desire for professionalism by providing the detailed documentation and competitive analysis he's requesting. This actually gives you an opportunity to demonstrate your value more thoroughly than you ever did with his father. Schedule a formal business review meeting where you present your service history, cost savings delivered, and industry expertise, treating him like a new prospect rather than assuming inherited loyalty. Most importantly, ask him directly about his goals for the business and how your partnership can support his vision. Showing respect for his leadership while positioning yourself as a valuable resource for his success rather than a relic from his father's era. Good luck!