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Tip #16 What about that Big Customer?

Many companies have a single customer or a few large customers that dominate their overall sales. After all, nobody wants to turn down business! But when it comes time to sell the company, this becomes a huge problem. Most buyers won’t look at a business whose revenues could drop dramatically after closing from the possible loss of those customers. Somehow, someway, business owners have to find a way to diversify their customer base before they ever decide to sell their business.

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