Often, the best way to be unique as an IT specialist is to narrow down your industry focus. Though it may sound like a daunting task, this article will show you how it can be quite simple.

"Model" Your Best Clients

Find more clients that are just like your current best clients. To do this, take your active client list and put it into a Microsoft Excel worksheet so it is in columns. In the first column, enter the client name. In the next column, have their revenue for the last 12 months. Then, divide by 12 to determine the monthly income and figure out who your most valuable customers are.

This exercise is important because you can evaluate:

o Customer service