Pipeline Dependency Drift

The chart stacks a typical agency's revenue into colored blocks: one client is 35 percent, the next 18, the next 12 - a few clients cover most of the money. A side list shows how it happens quietly: you land a big client, the team fills up, sales slows because you feel full, and the pipeline narrows without anyone deciding it. If your biggest client paused tomorrow, a third of your revenue would vanish overnight. Leaning on a few accounts is a risk that builds up by accident.