Tag
Customers
2 pages across every collection.
Guide··10 min
Your best customer might be your worst
Two customers, identical revenue, identical gross margin, and a fifteen thousand euro gap in what they leave behind. Cost to serve explains it, and it never appears in your accounts.
Guide··5 min
Customer concentration: what the evidence actually says
One big customer is supposed to cost you a full turn on your multiple. That figure has no source. What the research does show is different, more specific and more useful.