His goal for us was to help him develop a plan that would simply double the company revenue. We began looking at the landscape of the client’s industry in order to get a good feel for where opportunities might exist. What we learned was that most of the larger firms we were presented with serving the needs of medium and large businesses, while the smaller firms tend to serve the needs of the very small businesses, but were limited in their ability to provide services, resulting in limited revenue opportunities and limitations in capacity. Furthermore, there are specific segments of the small business community that are successful – able to provide the company with sustainable revenue – but are underserved. These companies generally don’t fit the profile of the businesses that are mass marketed to and tend to do business strictly on relationships. They tended not to be extremely technologically engaged but are sharp business people none-the-less. Furthermore, this is a growing population. Secondly, we evaluated other providers that could potentially serve this market in order to learn about what their challenges are.  We learned that they share similar challenges were our client has expertise.