Your Biggest Client Stopped Spending – Now What?
Every firm has one client who could walk away tomorrow, and most don't have a real plan for the day it happens. This is about building that plan before you need it.
Losing your biggest client is one of the few things every founder worries about and almost nobody prepares for. In this episode, Mark and Dominique will walk through what actually happens in the 90 days after it hits, then zoom out to the harder question: how you avoid ending up there again. That means carrying enough pipeline to hit your growth number even without your biggest account, and treating client concentration as something you manage on purpose instead of something a crisis forces on you.
Projectworks CEO Mark Orttung has built his career growing and selling both consulting firms and technology companies.
Projectworks CCO Dominique Rennell advises global consulting firms on how to scale their growth and operations effectively.
What you'll get from this episode:
- Our 90-day plan for the first week, first month, and the two months after losing a major client: what to prioritize, reforecast, and act on immediately
- The pipeline coverage you need to be carrying to hit your growth number even without your biggest client
- What proportion of revenue any one client should hold, and why most firms let it run too high
Your Biggest Client Stopped Spending – Now What?
Every firm has one client who could walk away tomorrow, and most don't have a real plan for the day it happens. This is about building that plan before you need it.
Losing your biggest client is one of the few things every founder worries about and almost nobody prepares for. In this episode, Mark and Dominique will walk through what actually happens in the 90 days after it hits, then zoom out to the harder question: how you avoid ending up there again. That means carrying enough pipeline to hit your growth number even without your biggest account, and treating client concentration as something you manage on purpose instead of something a crisis forces on you.
Your Z-Suite for this session:
Projectworks CEO Mark Orttung has built his career growing and selling both consulting firms and technology companies.
Projectworks CCO Dominique Rennell advises global consulting firms on how to scale their growth and operations effectively.
What you'll get from this episode:
- Our 90-day plan for the first week, first month, and the two months after losing a major client: what to prioritize, reforecast, and act on immediately
- The pipeline coverage you need to be carrying to hit your growth number even without your biggest client
- What proportion of revenue any one client should hold, and why most firms let it run too high
Join Mark and Dominique for this live discussion:
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