03/10/2026
Many tech companies don’t actually have a revenue problem.
They have a client concentration problem.
I see this all the time with software development companies and dev agencies trying to win clients in the US.
From the outside everything looks great.
A few big clients.
Good projects.
Solid revenue.
But underneath there’s constant stress.
Because everyone knows the same thing:
If one of those clients leaves, the whole company feels it.
The usual reaction is to start “doing sales.”
Which often looks like this:
✈️ Fly to the US
🎤 Attend a few big conferences
🤝 Make connections
📇 Collect some contacts
Then fly back home.
Maybe a deal happens. Maybe it doesn’t.
But this isn’t a system.
It’s a series of expensive trips hoping something sticks.
And it’s neither scalable nor predictable.
After working with 30+ founders in this situation, the same 3 problems show up again and again:
1️⃣ No clearly defined ICP
2️⃣ Sales lives in the founder’s head
3️⃣ Trust is not structured for US buyers
More leads won’t fix this.
You need a sales system, not more activity.
For the next 30 days I’ll break down how to fix this, from ICP clarity to closing deals without the founder in every meeting.
Which one hits closest to home?
1️⃣ 2️⃣ or 3️⃣
