From your targeted list of potential employers, begin accumulating lists of decision makers in those firms that you will be seeking employment with. List the name of the owner, president, vice president of (sales, marketing, manufacturing, advertising, etc.), and division head that most needs your strengths.   Person ___________________________ Position _______________________________   Address_________________________________________________________________   Telephone _______________________________________________________________   Challenges_(facing this individual) ___________________________________________   ________________________________________________________________________   Oportunities______________________________________________________________   What are they doing to address the needs you have discovered? ____________________   _______________________________________________________________________   _______________________________________________________________________     What aren’t they doing that they should be? ____________________________________   _______________________________________________________________________   _______________________________________________________________________     Write as many statements as you can that address these needs.   In dollars and cents, what is it costing them by not having your services. _____________   _______________________________________________________________________   _______________________________________________________________________     How are you figuring the calculations? ________________________________________   ________________________________________________________________________ Make as many copies of this blank page as you need to complete your research.