Often for a small business to get over the hump it can be seen as necessary to land that one big client. The whale within the sea. If that does happen for you great. But have you ever considered what would happen to your business if you lost that client? Just as they were able to help your company make that great leap forward they could also destroy your business if they were to suddenly disappear on you. That's why it is so important to keep a diverse clientele.



The old axiom "never put all of your eggs in one basket" can definately apply in this situation. It's preferable in fact that no one customer represents more than 10% of your annual sales. Because if something does happen with them then your business is going to be the one suffering. It might even be caused by something that has nothing to do with you. Maybe they went bankrupt! But it might be they switched vendors. The reason doesn't really matter it's the consequences that do.

So if you do land that big customerthen it's important you take advantage of the situation rather quickly. Preferably by landing more clients. Yes you could become overloaded with business. But you need to reduce your reliance on that client as much as possible as soon as you can. This can be really true if the business you do with them varies. Say you have a service oriented business. Your big client may account for over 25% of your business during the course of a year. But what if there are slow months. What exactly are your employees going to be doing to earn their pay?

One large client can change many different things for you. You need balance in your business. That's why the 10% rule exists. Yes you want large customers but they still should not represent more than 10% of your overall sales. But neither do your smaller clients need to reach that level either. You can have ten different clients each representing 1%. That side does not really matter. All that matters is how big are the big players. The better your sales spread is the more protection your business has for the unforeseen.

So when working to build your business please keep in mind the 10% rule. Doing so can save you from some unfortunate consequences that you just might be on the receiving end of but had nothing to do with. It would be unfortunate if your business were to suffer or even fail because of the financial ramifications that can be caused by the loss of a large customer.