Entrepreneurs: why it’s good to work with both small and large clients

Running a business.
It takes grit, persistence. And foresight.
And there are times when when we are pushed to the limits – especially on the first two!

Several years ago one of my clients suffered a major setback: more than $1.5 million dollars drop
in revenues.
That happened because they lost ONE customer. That customer alone was responsible for 40 percent
of their revenues.

Client struggled through some very difficult times – almost went out of business.

What saved them? Grit. Determination. And the rest of their customers.

Important lesson learned
They learned just how important those small customers were.
Just as important,they learned that loosing one small account wouldn’t create the “earthquake” in the budget like
the big account did.
True, the revenue they brought in didn’t compare to the larger amounts brought by the big customer.
Their smaller customers kept the business alive.
And they were just as important as the large customer.

The recipe for success
It’s great to go after that “big catch” account. It brings higher revenues.
Sometime comes in with the prestige and accolades.
It’s also important not to lose sight of the big picture.

Along with big accounts make room for small, “bread and butter” accounts.
Strive to have have a good mix. A combination of both, big and small accounts.
It’s good for business.
And it’s smart.
Plus, as my client would tell you, it makes for a much better night sleep.

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/Comments/in Leadership,Management/by Mariana Fieraru
Mariana Fieraru
Mariana Fieraru, an Eastern European transplant, fell in love with her new home shortly after landing in New York. She "discovered" pizza! Years later she still loves pizza. And so do her two feathered-kids, Sunny and Flipper

Mariana worked on both, the east and the west coast.
Big or small, each project she worked on helped define the importance of gaining and sustaining a competitive edge in an increasingly complex business environment.

Business know-how, love of teaching and writing – all combined in 2006 to form OBI.
Its mission: to make learning fun! And easy.

Through its training, consulting, and publications OBI builds bridges of knowledge to take you from where you are to
where you want to go. Using a mix of serious, informal, analytical, and optimistic approach, OBI truly makes learning fun.

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