2. Research Your Clients
Now it’s time to research the first company on your list in more detail. Try to get a broad overview of what the firm does, its strengths and weaknesses, its history, and its future plans. You’ll want to present your product not as just a cool product, but as something that can help the company achieve its goals. So the more you can find out about it, the better.
If the firm you’re researching is a public company, then the annual report should be easily available—it’s usually on the company’s website, under “Investor Relations” or something similar. The annual report is a goldmine of information about the company’s financial details, strategic objectives, structure, priorities, and so on. It may not be the most interesting read you’ve ever embarked on, but it will be rewarding. If you can manage to read it from cover to cover, you’ll have a solid idea of the company you’re targeting.