Interview your Contacts

Start with the industry:
1. Would you say there are too many people entering this industry in current times?
2. Is the industry currently growing, stagnant, or in decline?
3. Do you see any developments or major industry changes in the near future that may create opportunities?

Move the questioning to focus on a particular job:
1. Can you describe a typical work day in job X?
2. What skills are required for this position?
3. What do you think are the biggest challenges in this role?

Then focus on qualifications:
1. How do most people get into this line of work?
2. Generally speaking, how well do you think my qualifications stack up for this role in the industry?
3. What do you look for in a new employee?

Explore the question of “fit”:
1. Is there another industry that you feel I might be suited for?
2. What personal attributes do you think make someone successful at this job?
3. Can you describe the corporate culture?

Explore the potential for advancement:
1. What is the potential for advancement?
2. What are the primary qualifications of senior management?
3. How long have you been in your current role?

Finally, get any additional information you can to help familiarize you with the industry and the current state of the market:
1. Where can I get information about industry standards?
2. Is there an industry publication I can subscribe to keep abreast of new developments?
3. Are there any other companies or individuals I should contact, and may I say that you suggested I contact them?

By exploring these various categories, you’ve maximized your potential for data collecting.  You will inevitably come out of this meeting with a much clearer idea of the industry and a stronger sense of whether you are even on the right track in terms of finding a compatible niche.  You have likely also gained a new referral.  A less obvious result of the meeting, however, is the fact that you have left that employer thinking about his own priorities, and possibly created a need he failed to recognize previously.