What is Your Company Worth? Factor 6: Product and Industry Concentrations

Too much success in one area can quietly lower your company’s value. One major customer, one product, or one industry might feel safe until it isn’t.
What feels stable today may look risky to a buyer tomorrow.  

Buyers closely examine product and industry concentration when valuing a business. Heavy reliance on a single customer, product, or industry signals higher risk. When revenue depends too much on one area, changes like regulation shifts, budget cuts, new competitors, or shifts in customer demand can quickly impact sales. In contrast, businesses that serve multiple industries or offer a broader mix of products are seen as more stable and resilient, since not everything declines at the same time. Diverse clients and product lines give buyers confidence in long-term performance and reduce perceived risk.

If you want to protect your company’s value and improve how quickly it sells, diversification matters. Expanding your client base, product offerings, or industries served reduces risk, increases buyer confidence, and strengthens long-term business worth.