AI Snips
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Quantify When Concentration Becomes Dangerous
- Define concentration: one client >25% of combined fee is a warning; ~35% is a watershed risk.
- Many firms unknowingly drift into client-driven behavior and lose strategic voice as concentration grows.
Invest Growth Dollars Into Operations
- Use rapid growth from one client to invest in operations, HR, and systems you previously delayed.
- Hire a managing director or COO and upgrade software and facilities while you have resources and urgency.
Clients Can Force Useful Service Innovation
- A dominant client often drives new service offerings because their needs force you to adapt quickly.
- Be intentional: add new services only if you drop or limit others to avoid a client-shaped service menu.