ABSTRACT
To put your second cornerstone in place, you need to be able to answer the question
‘Who wants you?’
Your target market definition will cover:
• the business sector(s) you intend to focus on;
• whether you should include middlemen as well as direct potential clients;
• the geographical area you propose to cover;
• the companies within those sectors and in that location you would like to work
for;
• the job titles or roles which are held by the people you will need to approach;
• their likely gender and age;
• what they are like as people.