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We find there are often good reasons for the customer concentration. Maybe your customer is great to work with, or pays better, or pays on time, or is the best in their industry, or maybe it’s something else entirely.

Once we understand the customer concentration, we focus our efforts to find a buyer that understands, or perhaps even prefers the situation. This takes experience, research, dedication, and not giving up. You don’t get a customer concentration deal done by rounding up the usual suspects.

Our biggest deal of 2019 was a 90% customer concentration deal, a parts manufacturer that sold for six times all cash. The buyer liked their big customer and was using the deal in part as a foot in the door with that customer.

Don’t leave money on the table just because you have customer concentration issues. Call us. We will give you a free valuation. We will represent your company only if we think we can sell it. 

In addition to the normal information that we need to value your business, we will need an understanding of the customer concentration and the reasons for it.

Our first transaction of 2021 was a 96% customer concentration deal! Our client’s big customer was a highly technical contractor, the best in its field, that always paid on time. We ultimately found a buyer that was accustomed to customer concentration, as it also had a large technical client representing over half its business. For this buyer, the acquisition helped them to diversify their customer base.

The famous football coach Vince Lombardi is quoted as saying “We didn’t lose the game, we just ran out of time.” It can take extra time, effort and research to sell a company with customer concentration. When our clients have given us that extra time, they have been rewarded with big paydays.