How important is picking a niche in wo

Picking a niche when owning your own firm...

I think is absolutely critical.

It was something that I came into this program having an idea.

I knew I wanted to work with nonprofits...

But it has been such a valuable tool that I had when trying to sell to clients...

When being referred by other clients...

And being able to have that story

And communicating what I do and why do it...

To be able to say that I work with nonprofit organizations...

And I help be the CFO of not just one organization...

But many...

Really makes me an expert in the subject matter.

It makes people that are in that industry want to work with me because they just want to find somebody that gets them...

They want to get with someone that understands the business nuances that are specific to their industry...

So that they do have that trusted advisor...

That they aren't trying to train someone new on issues that are relevant to them.

They just want to be able to have somebody that adds to and contributes to their cause...

Rather than get another person to train or to get up to speed on their issues.