09/04/2026
What would a buyer discover if they reviewed your customer list: a diversified business or a retirement plan dependent on one major account?
When one customer represents roughly 15% or more of revenue, buyers and lenders may see concentration risk. That can:
• Lower the valuation
• Reduce the buyer pool
• Complicate SBA financing
• Create additional scrutiny during due diligence
The good news: concentration risk can often be reduced before you enter a confidential sale process.
Start by:
• Broadening your customer base
• Converting key clients to longer-term contracts
• Adding complementary products or services
• Strengthening relationships across multiple accounts
• Documenting why customers stay and how revenue is protected
The goal is not simply more customers. It is more defensible cash flow: and a business that does not depend on one account to support your future.
Join our private 30-minute 2nd Tuesday Open Office Hours consultation on September 8, 2026, to confidentially review customer concentration and other valuation risks.
Register: https://www.tworld.com/locations/ohio/canton/2nd-tuesday-open-house
Your Canton Business Exit Partner – Confidential Valuations & Transition Planning