A Horizontal Niche
You may discover that you're working in a variety of industries, but you are working with the same people in each of the companies. For example, maybe all your contact people are office managers. Talk to them about their biggest IT challenges and make sure that you're working to provide solutions to those problems. Not only will you retain those clients, but also you'll know how to reach new clients.
What You Should Know
In order to target your market, you need to know several things about your market and the people in it:
* Who are "they?"
* What do they read?
* What trade publications are out there?
* What e-zines?
* What newsletters do they get?
* What local and regional conferences might they already be attending?
* What trade groups have local chapters that they belong to?
* Where do they hang out?
* What do they talk about?
* What do they worry about?
Talk to your best clients to get answers to these types of questions. They are your best resource, and they will likely tell you how to keep them as clients and how to find other similar clients.
Learn more about hammering out your niche in the full article (link above).
Submitted by Computer Consulting 101 Professional Kit