Reliance on a single big client is risky business. Over 10% of total revenue causes concern for potential investors and is likely to be flagged by procurement at the blue chips you’re selling into.
In practice though, many organisations offering high-value B2B services have one or two large clients whose departure would leave a nasty revenue hole. And this is prevalent among marketing services providers – especially those that broke away from larger networks. That big founding client can always be relied on for bread and butter…until the day, when it can’t.
So what can be done to fill a hole like this? For the first in our new ‘Sales Perspectives’ series we’ve taken inspiration from the words of Beyoncé (and some other platinum-selling artists too!) to offer four practical, proactive methods to lever insights and data to get you back on track.