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.