“If One Client Leaving Would Hurt Badly, They Have The Power.”

Client concentration is one of the most common structural risks in service businesses doing over $1m.

The large client feels like a win. Steady revenue. Predictable work. The relationship feels solid.

But when one client is 35% of your revenue, you've handed them significant leverage over your business. They may not know it. They may never use it. But it's there.

When it changes - acquisition, budget cut, new manager, in-sourcing - it's usually sudden.

A $1.5m business with one client at 40% just lost $600k overnight. That's not a bad month. That's a crisis.

No single client above 15 - 20% of revenue. Build towards it deliberately, even when the business feels full.

What percentage of your revenue comes from your single largest client?