Is that potential client really the right one for you?

1. We have customers we target – are they the right ones
   1. Different client types have different requirements
   2. Home Owners differ from Commercial Owners / Government is different than Industrial
   3. We think we want to work for a certain client but make sure you really do
2. Research your potential customers
   1. What are their expectations?
   2. What will it take to be successful working for them?
   3. What skill sets are required?
3. Compare to your capabilities
   1. Do you have the right skill sets?
   2. Does the customer fit your culture
      1. The culture can be completely different from Commercial to Government Hard Bid
   3. Is this the right client for you?