Back in my old corporate and sales days, we used to have a lot of conferences, team-building events, and stuff. That was interesting. You meet with your colleagues from all over the world and you talk. So, on one of these events I talk to a guy. He asked me how many clients I had at the moment. I said around 30. He was like, that was great. That was good for you. I wasn't so optimistic. Most of my customers at that moment were small and family-owned companies. That means lots of meeting. Calls. Visits. Orders. It was a logistic nightmare, to be honest.
Then he asked me, what is the ratio of the customers I lost and win over a year. I said it's not such a big deal. I lose a customer or two. It happens, but at the same time, I find two or three new ones over the same time period. So, I'm still good. Then he said, now you see why it's great to have small customers. You can never get in trouble. Guess, it was my turn to ask questions. To my huge surprise, he said that he had only one client. Then, he said the name of this client and everything become quite clear. This company had quite a reputation outside its national borders. I was totally honest. I would give all of my clients for this one. This guy in charge of this VIP client told me, I should think twice. If he loses this client, he loses everything. All I could say is that was not a very likely scenario.