Tag
Customers
2 pages across every collection.
Article··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.
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.