Skills // Diversifying Account Concentration

Most companies prefer a portfolio approach to their revenue streams, that is, generate business from many clients so as to provide a balancing effect against change.

In B2B, a handful of key accounts typically represent the bulk of business. The end game is to move down the curve – lessen the dependence on a few, big clients.

Easier said than done because it’s usually easier to generate more business with existing clients than generate new business with new clients.

Ask me about my experience in account portfolio management and how it can help you…