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The problem with excellent customers

Why concentration is not the same as dependence

Check: concentrated or dependent?

What keeps buying ahead of building

What keeps buying ahead of building?

Where is the margin ceiling on industrialized services?

Check: which advantage survives?

Partners who can become competitors

Was it capability, or was it the moment?

Check: when the customer is the channel

Worked Example: assessing the position

Expert Depth: the insourcing threshold

Check: what automation trades away

Expert Depth: reading concentration in a private company

Practice: assess a supplier's position

Check: reading the diversification claim

Examines how a supplier serving a few large, technically capable customers should assess the durability of its position. Covers measuring revenue concentration, judging whether each customer could build the capability internally, and naming what keeps buying ahead of building as customers grow more capable.

Take a supplier serving a few large customers and assess the durability of its position, by measuring how concentrated the revenue is, judging whether each customer could build the capability internally, and naming what keeps buying ahead of building as the customer grows more capable.

Selling to the People Most Able to Replace You

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