Should You Take on that BIG Client?

One of my mentors, Rick Roberge, has started a blog. It's called the Rainmaker Maker. Cause that's what he does. He recently teamed up with Dave Kurlan & Associates as a hands on trainer helping small, ambitious entrepreneurs, sales people and business owners -  make it rain. (ie bring in sales)

His blog site design is hideous, as I've told him. (He should hire Tim Grahl to clean it up, as soon as he is sure he's going to stick with it.)

Nevertheless, Rick has amazing insight and experience running successful businesses. He started selling knives door to door. And now he is a very successful bill collector. He's probably the most successful bill collector in Central MA. But, he has business all over. Rick uses his charm, sales skills and gentle persuasion to get it done. But, I also wouldn't want to cross him as he's kind of a big bear kinda guy that knows how to be assertive.

Back on topic: he's one of the smartest and respected local business people that I know. He gives advice, referrals and really helps others grow their business without expecting anything in return. To demonstrate, in a recent comment on my blog, he wrote:

I am lucky enough to have several strong centers of influence that refer new clients to me on a regular basis. Several years ago, I was thanking Steve for yet another great introduction when I was beset with a case of "Getter's Guilt". I realized that Steve had referred me to several great clients over the years and I hadn't reciprocated. When I shared my concern, he told me that he goes out of his way to refer me to his clients because I take very good care of his clients and they always thank him for the introduction and watching out for their welfare. This makes him look good to his clients. He added that if I felt really guilty, that I could come up and buy him lunch every once in a while.

So, here's my take. Don't worry about giving. Don't worry about getting. Keep your eyes open for people that can help the people that you care about. Then, do what comes naturally. God will take care of the rest.

In his latest post, he asks whether a small company should take on a big client that would represent a large percentage of their business:

I've heard it suggested that no one client should represent more than 20% of your business. I've also heard the more conservative recommendation that no client should be more than 5% of your total business. Whichever figure you believe, the result is the same. You'll be more secure and in control than if you have a giant client.

So, what do you do when you have the opportunity to work with a giant? Refuse? Take a chance? Post your comments and I'll give my suggestion later.

I would take the chance. But, make sure that I've set my margins healthy enough that I can then hire a sales person to smooth out my cash flow. Or work on getting the next big client.

What do you think?

Comments

[Rick]

Peter, you're embarrassing me, but I thank you nonetheless. I hope that someday the world will be full of people that are good at what they do and always watching for introductions that they should make happen...........like you.

[Bobo]

I've worked for 2 companies who have only had 1 client. One is no longer in business and the other cannot hold a full staff due to them not being able to forecast work. Its either feast or famine. Good for the short term, but detrimental to long term growth. The company that is no longer in business had EMC as their only client.

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