Customer Concentration Signals
What to look for
| Signal | Interpretation |
|---|---|
| Top customer over half of revenue | High dependence risk |
| Long-term framework agreement | More predictable, less flexible |
| Repeat orders from same customers | Deployment credibility |
| New customer additions | Market broadening |
| Public tender wins | Diversification into regulated buyers |
Why buyers care
- Concentration affects how the supplier weathers a downturn.
- It can also mean deep process knowledge in your sector.
- Ask directly how the relationship is governed.
Customer concentration is disclosed unevenly. Where it is not published, treat estimates as estimates.