Whither Your Business? In Pursuit of Policy and Procedure Assignments
http://www.stc.org/confproceed/1998/PDFs/00207.PDF

Smith, Gem
STC Proceedings
1998

Abstract:

If work coming in the door is not bringing in enough income or is just not satisfying, it may be time to cultivate new clients. However, moving into an unfamiliar field presents a new set of challenges. How do you navigate your way into that field? How do you demonstrate your credentials? A step-by-step method does exist. It requires research to identify the right niche and more research to focus on the right customers. Only after sufficient information has been gathered is action appropriate.