Your marketing is only as effective as the information it's based upon. Thus, market research and information gathering is essential to your success in marketing and business. Since you'll be focusing on a niche area, you need to know your clients and their needs better than the back of your hand.
As you begin researching, learn everything you can about what your niche clients do. Recognize their points of pain and discover how to meet those efficiently, effectively, and inexpensively. You can only be the specialist in their field if you truly understand their profession.
You are the virtual CIO for these companies so you need to consider both the specialty programs and general programs that will best meet your clients' needs. You should be helping them analyze their special business needs, make recommendations, create long-term planning strategies, put it all together and make it happen on-time and on-budget.
To learn more about gathering the proper information for marketing and assisting your clients, read the entire article (link above).
Added by Computer Consulting 101 Professional Kit