Free calculator
Customer Concentration Calculator
Type what your three biggest clients and everyone else have paid for finished jobs. The calculator shows how much of your revenue the top client brings, how much the top three bring, what is left without your biggest client, and how much is still unpaid. Free, no sign-up.
- Revenue, done jobs$0
- Top client$0
- Second client (0% of the top)$0
- Third client (0% of the top)$0
- Revenue without the top client$0
- Unpaid on done jobs (0%)$0
- Collected$0
- Open quotes, not counted above$0
How it works
Revenue here is money from finished jobs only, paid or not. Quotes still waiting on an answer and booked jobs not done yet are left out, the same rule the Client Tracker's Today tab uses.
The top client share is your biggest client's revenue divided by all revenue from done jobs. The top three share adds the next two. Revenue without the top client is the total less that one client: what the same jobs would have brought in if they had never booked.
Unpaid is the part of that revenue from finished jobs nobody has paid for yet, and collected is the rest. Open quotes are shown on their own line and are not added to anything, because they are not revenue until the job is done.
A worked example
The Client Tracker's example is a made-up two-person house cleaning business with 14 clients, July 12 to October 9, 2026. Its done jobs add up to $5,150. The biggest client has paid for $1,010 of that, the second $635 and the third $600, and the other 11 clients $2,905 together. So the top client brings 19.6% of revenue, which the workbook rounds to 20%, and the top three bring 43.6%. Without the biggest client the same jobs would have brought $4,140. $515 of the $5,150 is done and unpaid, so $4,635 has been collected, and 3 open quotes worth $720 are waiting on an answer.
Track every client, job and follow-up
The Client Tracker for Service Businesses for Excel and Google Sheets ranks your top clients by revenue from one Jobs log and shows who to follow up today, open quotes by value and the unpaid balance on one Today tab. Room for 300 clients and 1,000 jobs and quotes, with a filled-in example and a blank copy. $2.99, instant download.
Questions
What is customer concentration?
It is how much of your revenue comes from your biggest customers. If one client brings most of your money, losing that client changes your month far more than losing any other.
How do I calculate my top client's share of revenue?
Add up what that client paid for finished jobs, add up the same for every client, and divide the first number by the second. A client who brought $1,010 out of $5,150 is 19.6% of revenue.
Should I count unpaid jobs?
Yes, if the job is finished. The work is done and the money is owed, so it counts as revenue here. The calculator shows the unpaid part on its own line so you can see what is still to collect.
Why are open quotes left out?
A quote is not revenue until the client says yes and the job is done. The calculator shows open quotes separately so you can see what could come in without mixing it with what already has.
What period should I use?
Any period you like, as long as every number covers the same dates: this year so far, the last 12 months, or since you started. The Client Tracker counts every done job in its log.