“Knowing which audience to pitch to is important in terms of being able to reach your goals. For an SME, a particular size of project might be attractive, but you have to factor in that while the return might be considerable, it might not be immediate. And larger potential clients might have expectations beyond what you can provide in terms of resources to deliver the project. The key is to identify where you can add most value. If you can demonstrate the art of the possible and then establish the first step, that will give the customer a tangible benefit.”
