Manage continuity and concentration
Course overview · 4 min reading + 12 min practice, estimated
Principles and method
Review relationship health, unresolved commitments, future demand and reliance on the account. A large client can create concentration risk and capacity pressure. Plan for sponsor changes, procurement reviews and market shifts. Keep a record of service standards and key commitments so continuity does not depend on one person’s memory. Ask for feedback at a sensible cadence and act on it. Repeat business should remain commercially and operationally healthy; accepting every request can reduce quality across the portfolio.
Worked example
One account supplies half a fictional practice’s fees and asks for several urgent searches. The owner reviews capacity and downside exposure before agreeing, rather than treating all expansion as automatically beneficial.
Put it into practice
Create a quarterly account review with service, opportunity, capacity and concentration sections.
Use fictional information and keep your work in your own notes.
Compare your approach: self-review guidance
Include a scenario where the sponsor leaves or demand pauses. Specify relationship and business actions that reduce dependence without neglecting the existing client.
Sources and further reading
Original Academy teaching and fictional examples. These references provide context, not endorsement. Edition 2026.09; updated 2026-09-24.
- CIPD: Recruitment
Professional context for the recruitment lifecycle.
- GOV.UK: Set up a business
UK starting point. Business structure and obligations depend on the circumstances.