EPISODE 226. This episode begins with the vocal stylings of Ashley Battel from the Revenue Rocket Outreach team.EPISODE NOTES:• Customer concentration in IT‑services M&A is it a hero or risk? • Concentrations of 20–50%+ revenue across 1–5 anchor clients are common. • Evaluate revenue/profit trajectory, contract history, and relationship depth to size risk. • Strategic buyers often welcome concentration for cross‑sell upside; financial buyers discount or structure. • Deal mechanisms (earn‑outs, hold‑backs, gain‑share “circuit breakers”) protect all parties if the key client churns. • Valuation impact: risk is typically offset with structure rather than outright price cuts. • Pre‑sale de‑risking: broaden touchpoints, add contract vehicles, and build succession around the anchor client. • Diversification upside: the right acquirer may reduce their own concentration and grow wallet share. • Bottom line: understand the full picture, concentration can fuel growth instead of derailing deals. RELATED EPISODES:Episode 210: What Should My Company look like to Command a Premium Offer. Listen now >>Episode 186: Dealing with Customer Concentration when Selling your Business. Listen now >>Episode 182: Prioritizing Marketing in Tech Services Firms feat. Mark Coronna. Listen now >>Episode 170: How to Become a Platform Investment. Listen now >>
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 

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