Why does it matter how much revenue rides on a handful of accounts in a buy and build deal?

When a big share of an acquired company’s revenue sits with a small number of accounts, that book of business is far more fragile through an ownership change than one spread across many accounts, even when both show the same revenue on the deal paperwork. A single departure, whether a customer contact or the salesperson who held the relationship, can cost far more than its share of the numbers suggests.