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Feasibility Study Course Lesson 2 – How to Write a Market Feasibility Study
Part 4 - Identifying Potential Customers, Clients, and Contract Sources

By Lahle Wolfe, About.com Guide

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(Continued from Page 3)

Feasibility Study Course Index - List of All Lessons

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How to Identify Potential Customers, Clients, and Contract Sources

This component of your small business market feasibility study should be descriptive. Your potential customers, clients, and contract sources should include the following:

A list of current customers, clients, and contracts and the potential for new or renewed contracts.
Any sales leads that may generate new customers or clients.
A list of government contracting agencies with a brief description of what type of contracts they solicit, and how they pertain to your industry.
A list of market types you currently, or intend to target such as seniors citizens, working mothers, organizations, specialty retailers, etc.

Depending upon the nature of your business, it may not be possible to associate specific amounts of revenue with a particular market, but you can at least try to estimate the percentage of total revenue expected from each source.

For example, if you plan to sell products to five specialty stores, list each store you plan to sell to, and a total overall revenue for a category “specialty stores” rather than an amount for each individual store.