>> Enter the type of customer for your product and/or service along with an "Identifying Characteristic". "Identifying Characteristic" can be any thing that clarifies who your customer is. For example, if legal firms with five or more partners are likely candidates for widgets, then legal firms is the "Customer" and those with five or more partners are the "identifying characteristic".
>> Then enter a "Spending Identifier" for products and/or services similar to yours last year. For example, you may know the total dollar amount (gross expenditures) spent on widgets last year by firms that you have identified as customers. Thus, the "total dollar amount (gross expenditures) spent on widgets" is the "Spending Identifier".
>> Skip any rows that do not apply. Once your Business Plan is created you may hide those rows prior to printing your Business Plan.
>> The information entered for this question can be modified during this question and answer session and/or after your Business Plan has been created.
