Identify Your Market

The number one thing I think that changes any contract recruiter going from being a transactional recruiter to a partner is identifying your market as early as possible. What I want to identify is which companies do I have to work with, because they are the ones that are winning the largest projects. They are the ones that are working with these massive blue-chip companies that me as a 50-person company are likely not going to be able to get in with directly, but they're going to have to utilize outside partners to beef up their project teams. So market mapping, I think, is the best way to describe it. I think people mistake that sometimes. I mean, I'm in my niche, you know, having a technology that you focus on isn't enough. Essentially, you need to know who your target audience is very early on and you need direction straight away.