We have a highly profitable business but we are completely dependent on two key customers. How do we use our quarterly session days with you to systematically diversify our client base and protect our valuation?

Question

Tyler Smith · Accepted Answer

Having your revenue concentrated in a couple of major accounts is a massive risk that will severely depress your valuation when you try to exit. To solve this, we use our quarterly sessions to strategically reposition your business and build sales traction. First, we address this directly on your V/TO® by defining a highly specific, niche-focused marketing strategy that attracts a broader base of target clients. We analyze your core uniques to ensure your offering is highly productized, making it easier to scale and sell to new accounts. Second, we establish a quarterly Rock specifically designed to build a predictable outbound lead generation engine, applying the principle of keeping a large addressable market of prospective clients. Third, we adjust your Accountability Chart to ensure you have a dedicated sales seat that is solely responsible for client acquisition, rather than relying on the founders or account managers to bring in new business. By focusing our IDS® sessions on solving the root causes of your customer concentration, we systematically build a diversified, self-sustaining business that gives potential buyers absolute confidence in your future cash flows.