• The simple rule that keeps your risk in check: no single client should drive more than 20 percent of revenue. 
• Why concentration risk is not just about clients. Geography and industry exposure can hurt you too.
• How real events like regional disasters or industry downturns can stall growth for months.
• Practical ways to diversify without blowing up what already works.
• How de-risking revenue makes your company easier to run and more valuable at exit.

Key Topics Discussed

• The 20 Percent Line in the Sand
  • Why crossing it puts your company at the mercy of one buyer or one relationship.
• Three Faces of Concentration Risk
  • Client concentration (whales).
  • Geographic concentration (one metro or state).
  • Industry concentration (one sector’s cycle).
• Field Examples
  • Regional shocks and industry slumps that ripple through your pipeline and cash flow.
• The Diversification Playbook
  • If one client is over 20 percent, immediately target that client’s competitors to spread account risk while staying in your lane.
  • Build two to five industry-focused campaigns with tailored proof and messaging.
  • Expand far outside your current footprint when possible. If you are remote capable, pick a second market that does not share the same regional risk profile.
• Why This Increases Enterprise Value
  • Lower revenue volatility.
  • Stronger buyer confidence and improved multiple at exit.
  • Fewer headaches for the owner and leadership team.

Call to Action

• Run a quick concentration audit this week: list your top 15 customers with trailing 12 months revenue and percentage of total. Highlight anything above 20 percent.
• Pick 3 competitors of your biggest client and start outreach within 7 days. Use case studies that mirror how you help the incumbent.
• Choose 2 new industries to pursue and draft a one-page offer, one proof point, and one outreach sequence for each.
• Choose 1 new geographic market that does not share your current regional risk. Outline the first three steps to establish presence there.
• Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763