Knowledgeable individuals in early adopter firms are prime prospects for elicitation conversations. Early adopter firms know what they are looking for. They value product concepts giving them a competitive edge in their market . An edge in a growing market in which the early adopter firm is already a supplier.
Early adopters self-identify. Near the end of an elicitation conversation they say something like this:
“George, I know you can’t tell me who you’re working for. But, when you finish the project I want your client to contact me as soon as possible.”