You are looking for people who have specific problems. For example, if you create database programs, you might specialize in creating database applications that automate the sales and inventory processes for mail order businesses. As a computer professional, you need to be a technology physician. Symptoms Visit the business and discuss their symptoms and learn their processes by talking with all personnel involved in the process. This is a list of the root problems causing the symptoms.
Prognosis Develop a prognosis.
This is a list of consequences that will happen if the problem is not treated. Based on the diagnosis, propose a plan for treating the root problems so that the symptoms are eliminated. Once you know how to solve one business' problems you can solve similar problems for other similar businesses. You have learned the needs of your target market. You have learned the typical symptoms of your target customer.