Lessons in Sustainable Business Growth
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Stuck on You – The Danger of Not Having Enough Clients

Ever heard the expression “That’s a good problem to have”? I’m sure you have.

A lot of my non-business owner friends and colleagues used to tell me this when I expressed to them the trepidation I would have in landing a very large account. They couldn’t seem to grasp that in addition to the great upside potential a large account offers, it also represents a significant risk to the business. There is a danger is getting stuck with not enough clients, or a handful of customers that represent the overwelming bulk of your business.

Listen to the podcast on this subject.

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Businesses that are too stuck on too few clients

Landing a very large account is great. But be prepared for it and understand the implications for other parts of your business, including cash flow, operations, supply chain and whether you have the appropriate resources to make it happen. Business development and business growth without a strong business core to support it can drive a business underwater in a hurry.

This “Good Problem” that I referred to earlier is only ‘good’ if it leads to permanent improvements in the core operations of the business. Otherwise, resources and assets could  be exhausted on a ‘one-time’ revenue expansion that can go away quickly.

One thing is certain in business, especially in today’s global, internet and face paced economy, if you are standing still you are in essence going backwards. Being complacent when it comes to client relations is a sure fire way of getting stuck. The two core dynamics of why clients do business with you – better pricing (including various shipping terms) and better product (quality, customer support, product attributes) must be evaluated continuously.

Perhaps the most important lesson is that doing your business homework BEFORE you land the large account is critical. That way the ‘good problem’ becomes a “great” opportunity.

Terms/Concepts

Business Growth, Business Core, Business Development

The Big Picture (Episode Feature) Question

Are you relying too heavily on just a handful of key accounts and clients? Do you know what percentage of your customers represent the majority of your business revenue?

Tip/Offer of the Week

Find out how reliant are you on too few clients. Fill out the Client Reliance worksheet and find out how much your business may be ‘stuck’ not being diversified enough when it comes to accounts and customers.

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About the Host

Joel Goobich is a big-picture guy with sharp insight into how individual parts make a strong whole. He has 30+ years of entrepreneurial endeavors; starting, building and exiting businesses. He is tireless in the pursuit of solutions to boost your business and put you on a track to a profitable transition and exit to your next act.