Signal · Revenue-quality

Concentration risk

What share of trailing-12m revenue sits with your top client and top three — a bus-factor read on single-point-of-failure exposure.

Revenue-quality

What the signal measures

What share of trailing-12m revenue sits with your top client and top three — a bus-factor read on single-point-of-failure exposure.

Why it matters

If your top client is 45% of turnover, losing them is not a bad month — it is a survival event. This signal reports the share of trailing-12m revenue held by your top client and top three, so the bus factor on your revenue is impossible to ignore. It is intentionally paired with a stress test: how many months of runway do you have with vs without the top client?

How to act on it

If top-client share is above 25%, the drafted action is a diversification prompt — either land two more similar-size clients, or convert the top client into a documented multi-year contract to reduce the drop-out risk. Both moves change the risk profile without needing to fire anyone.

Worked example — fixture consultancy

On the fixture, Acme Consulting and Brightwave Agency sit at the top by revenue. The stress test shows how many months of runway Meridian loses if the top client goes — often the visual makes the case for diversification more concretely than the raw percentage ever could.