My rule of thumb is this: never let a single customer represent a percentage of your sales that is larger than your profit margin. That way if you lose one customer, even your largest customer, you can stay in business.While this may not always be possible to achieve, it should be a goal that drives your growth. If you are heavily dependent on one or two customers, work hard to grow your business with new customers that can lessen this dependence.
It also allows you to fire any customer, if necessary. If a big customer makes it impossible to do business with them due to shrinking profit margins or impossible terms, you can tell them to take a walk.
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