The Four-Person Pipeline

The chart is a double ring. The inner ring splits new business into channels, with referrals the biggest slice at 55%, then repeat clients, inbound, and outbound. The outer ring breaks those slices into the actual sources, and three named referrers plus two anchor clients account for most of it. A gold outline highlights that the whole wheel really turns on three or four people, none of whom work for you. Splitting your work across channels looks safe, but if a few outside people drive most of it, that's concentration in disguise.