IF YOU HAD a blank sheet of paper and the task of developing a list of prospective clients, where would you begin? For most of us, the first step would be to pull out some of the hundreds of name cards collected over the years and select the most likely prospects from among them. If asked to explain why those particular firms were chosen, your answer would probably be that they are big and have potential, have a large budget for professional services, that contact has already been established, or that some business has been done with them in the past.