A major client can create two financial problems at once when something goes wrong: expected future revenue disappears, and money for work already completed may also be at risk. Meanwhile, the business still has its own expenses to pay.

In this episode of It’s The Bottom Line that Matters, Jennifer R. Glass and Patricia Reszetylo examine what a business owner should think through when an important customer stops paying, cancels abruptly, or encounters financial trouble.

The conversation moves from prevention into response: getting clarity about the client’s status, reviewing contractual obligations, limiting further exposure where appropriate, and immediately looking at the effect on cash flow and operating expenses. The discussion also connects major-client default risk with revenue concentration, showing why one customer can have an outsized effect even when the underlying problem originated completely outside your company.

The conversation also covers:

• Payment terms and the temptation to extend credit to trusted customers
• Why ongoing deliverables deserve immediate review after a default
• Reassessing expenses when expected revenue disappears
• Tracking how much revenue major customers represent
• Watching for meaningful developments affecting important clients

For owners of consulting firms, agencies, service businesses, and other companies with concentrated revenue, this episode offers a practical way to think about protecting the business before and after a major customer problem occurs.

Topics covered: major client default, client nonpayment, unpaid invoices, customer default, cash flow, cash flow management, revenue loss, revenue concentration, client concentration, customer credit risk, business risk, financial planning, expense management, contracts, payment terms, client monitoring, business continuity, revenue diversification, small business finance, consulting business, service business, agency owners, business resilience, Google Alerts, Jennifer R. Glass, Patricia Reszetylo, It’s The Bottom Line that Matters