Client concentration
Client concentration is the share of total revenue coming from a single client. Above 20% an agency carries meaningful risk; above 30% the owner effectively has a job rather than a business.
Concentration feels like stability because the revenue is predictable. It reads as risk to any buyer, and it removes your ability to hold pricing with that client.
It is also the constraint that punishes delay hardest, because the moment it resolves itself is the moment you can least afford it.
Related terms