Main Customer Focus

Posted by Marcel Sim under Customer Service,
October 4, 2007

Entrepreneur: It's both a problem and a blessing: You have one or two very large accounts that make up the bulk of your business. According to what you may have been told, such a concentration is very risky; you should never put all your eggs in one basket.

Or should you?

Most experts would advise you to get more accounts, reducing your concentration of business. But your major accounts will likely grow at a faster pace than your new ones. The concentration will remain--and thus you will remain vulnerable.

There's nothing wrong with trying to grow other business. But I'd like to suggest a different approach. Instead of reducing your business concentration, consider providing services outside your core business or activity. In doing so, you'll add value to your account.

With that in mind, ask yourself: Do I know all the key players involved in my main account? If not, get to know all the departments and personnel involved in the account.

Why Your Customer Count May Not Matter [Entrepreneur]

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