In my last blog entry I started the conversation about why it’s so important to focus strategically on your target audience. Here are a few tips on how to do that. First you need to identify if the areas you are working in are emerging or established and what are their long term prospects for growth. Also consider the types of work you like and the people you like to work with. Finally you need to look at what your firm is doing and make sure it is aligned with your own goals. Then begin to learn everything you can about those markets. How do you do that? Ask your current clients that fit your ideal profile, what is of interest to them? What do they read and why? What associations do they belong to and what events they like to attend. Then start attending those events and reading those publications to better understand what is important to them. If this sounds simple, that is because it is. It is also very strategic and it works.