Business A has ten clients, and believes it does not need to heavily on the market. It produces an income, and is estimated at $ 1 million. Business B has 200 people working feverishly throughout the year produces a high number of transactions, but only get an assessment of $ 500,000. All things in the operating costs and the infrastructure is equal to what's going on? The nature of a company's customers receive is the difference.
For service-oriented businesses, particularlyQuality of the result is heavily influenced by the quality of the customer. An evaluation will review the risk factors associated with the continued patronage of customers of the company. Frequently asked questions are like:
Are they worthy of credit?
They have issued payment within terms?
Are there reasonable retention of customers as compared to industry standards?
Are they a diverse range of organizations, or are they close kind of customers?
All are importantFactors in the evaluation of risks.
For many companies, the biggest risk factor component of its current business model, a concentrated customer base. Similar to the diversification of the shares, is the ideal client portfolios across multiple industries, so that a decline has not cut one of the whole group, so all your earnings to kill the same time. Non-diversification is where all your customers come from a particular piece of vein or an industry. The assessment of your portfolio Concentration always takes into account the specific organization and industry of the company be evaluated. It is to be applied universally, the more diverse and extensive the clientele, the lower the risk of losing, no one client would be material, a client can not dictate unreasonable terms and conditions, and payments from a customer not materially affect the financial condition of the company.
Of course, any smart entrepreneur is proud to put themselves on-line> Companies in. The idea that business statistics provides almost instant heartburn, an especially if the transaction is a big one. So, the natural operators are unwilling to turn down business - especially from its largest current client. The difficult balance is in the expansion of the company with the widest possible mix of clients / customers, given the realities of the market for the business / industry. There are many successful companies that grew from the Advantages of a small group of customers, conversely, there are many examples of growing businesses through the loss of a major customer destroyed. In assessing the value, the determination of the risk associated with a concentrated client-/customer-base into account the particular circumstances of the market.
Review of the theory is very subjective, but in terms of client concentration, reflects the actual risk with too few people have too much of the revenue of the closely-related adverse> Review impact of this clientele is concentrated. Potential buyers would also assess the risk, and change its value assessment accordingly. Finally, the most important asset of a company's current revenue.
There is no automatic formulas are known worldwide for impairment to determine, each customer's needs in a portfolio of his own analysis. In strategic planning for your business, development of client / customer base is clearly a crucialIssue. If you build your exit strategy, keep in mind and take a look at your client list, as if a potential buyer. If you have an important client, which is represented a large portion of your earnings to extend a special effort now to your customer base your business more attractive to buyers in the future.
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