Question 3: Who needs what I have?

The question is more difficult than it looks. “Who needs what I have?” means:
1. What’s the profile of the organization that needs my thought leadership, skills, and expertise? What organization is experiencing the problem that I’m best at solving?
2. Who’s the ultimate decision maker for whom that issue is causing insomnia?

Let’s take an example so this becomes more tangible. Recently, I worked with a Director of Corporate Tax. Here are the answers to her...

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