So, you have one big customer who represents 50%+ of your revenue. I get it. You know what to expect of your major customer, and they know what to expect from you. It’s good work. But when a buyer looks at your business, they’ll see danger signs.
What do you do?
Option 1: Plan a growth strategy that develops new customer accounts and limits the business you’ll accept from any one large customer. (Tricky, I know.)
Option 2: Factor it into your exit strategy. You might sell years sooner than intended, staying on as an employee or minority owner and providing the buyer with the security of a long-term transition to transfer those key relationships.