Lender for high concentration acquisition target

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March 14, 2026

by a searcher from Massachusetts Institute of Technology - MIT Sloan School of Management in Boston, MA, USA

Would anybody know a good SBA lender, or non-SBA lender as an alternative, that has high level of flexibility when it comes to a target with a high level of customer concentration, but where there is a strong business case to support that ?
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Reply by an intermediary
from University of Toronto in Toronto, ON, Canada
I would turn the question around Diego. A good lender will lend into a good business case. So, the exercise is probably less about finding a lender, and much more about how to build your financing case for the lender. Or, as mentioned in some of the comments here, how you structure and present it. The best way is to get more flexibility is to present a strong business/financing case to the lender.
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Reply by a lender
from Indian Institute of Technology, Bombay in San Francisco, CA, USA
High concentration isn't automatically a deal-killer. The question lenders are really asking is two things: is the revenue contractually protected, and is the dependency bilateral? A long-term agreement with a reliable anchor customer (government, publicly traded, Fortune 500) makes for a stronger case than at-will revenue from a client who could walk tomorrow. Happy to dig in further.
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