Season 13 | Ep 152 | Revenue Concentration Risks & How to Diversify

Sep 13, 2024

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What happens when a substantial portion of your agency’s income comes from just a handful of clients? Revenue concentration poses significant risks, especially if a major client leaves or market conditions change.

In this episode of The Agency Blueprint, we discuss the critical issue of revenue concentration that affects many agencies. We emphasize the importance of diversifying revenue streams to ensure financial stability and sustainability.

Listen in to learn strategies for reducing revenue concentration, such as leveraging existing client relationships, developing new business partnerships, and focusing on current and potential clients.

Key Questions:

[00:44] Have you evaluated the level of revenue concentration within your agency and its potential risks?
[02:10] How would your agency cope financially if one of your top clients decided to leave?
[07:26] How does revenue concentration affect the valuation of your business from a potential buyer's perspective?
[11:46] How are you maximizing opportunities with your existing clients to diversify your revenue streams?
[15:03[ Have you explored strategic partnerships to generate new leads, recover lost leads, and diversify your client base?

What You’ll Discover:

[00:44] Understanding revenue concentration, when revenue concentration occurs, and the risks it poses.
[01:30] How to calculate your agency's revenue concentration to identify potential risks.
[02:10] The danger of having top clients controlling a large portion of your revenue.
[03:48] Real-life example of clients disregarding the risks and facing severe consequences.
[05:54] How high revenue concentration leads to negotiation power issues, putting an agency in a vulnerable position.
[07:24] How high revenue concentration can negatively affect the valuation of your agency during an acquisition.
[10:37] How to calculate and identify revenue concentration using accounting platforms.
[11:46] Strategies to expand revenue from existing clients instead of solely focusing on new business development.
[15:03] The importance of building new business relationships and the value of strategic partnerships.
[17:00] How to recover lost leads and previous clients as a method to expand your client base.

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