Key Takeaways
- Single channel dependency exists when one source accounts for 50%+ of closed deals; critical dependency at 70%+.
- Target no single channel above 40% of closings, with at least three active channels.
- Diversification is a phased process: master one, add a second, then a third over 12 months.
- Contingency plans for each channel ensure rapid recovery when a channel fails or becomes uneconomical.
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Test Your Knowledge
1.What is the recommended maximum percentage of deal flow from any single sourcing channel?
2.What is the primary risk of single-channel reliance in deal sourcing?
3.What does a diversification framework for sourcing channels require?