Who: Who are the clients or referral sources you want to focus on? Target a specific group of people or a market sector such as accountants, technology start-ups, or family-run businesses.

Compelling Need (What): What are the significant issues or opportunities that represent a need for your services?  For example, helping family run-businesses successfully resolve contentious succession planning issues, or helping cyclists in accidents with motor vehicles get the compensation they are entitled to, or helping entrepreneurs successfully position their business for a profitable sale. 

Communication Vehicles (Where): What are these people reading? What events are they attending? How can you get in front of them with vital and relevant information regularly?

What Action Will You Take?

Make yourself a monthly action list. Write down specific next steps such as call Joe to discuss speaking at his organization. Track the non-billable time you are investing.