If you have not uncovered who will buy your skills before or along the way, you may find yourself barking up the wrong tree in your job search and/or business development activities.
Understanding your customer involves focus on understanding the customer problems and needs and validating you are the solution.
Learning about who your customer is and whether or not you are solving a problem important to them is critical - take the guessing game out of your job search and business development process.
Who specifically is your customer? Who is the decision maker and who influences decisions at companies you target - those people are your customer - who are they? Your customer has problems - what are the problems in their words?
What is it about you that solves your customer problems?
Those who invest in defining themselves and customer have a clear understanding of a unique value proposition they can target to the needs of their target company - and are quick on their toes. That brand of confidence gets hired!