Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, "Local Firm Acquires eBusiness."
"Very interesting," I thought. The company, an international manufacturer, was not in my targeted market segment -- but this high tech acquisition certainly was.
Because my prospecting antennas were twitching, I committed to staying abreast on what was happening at this firm. I sent for their annual report, periodically checked their website and kept up on any press releases.
After 18 months, the manufacturer announced it was spinning off several divisions -- and the eBusiness I'd been following was one of them.
Bingo! That was the day I knew I had a new client.