Key points

Read everything; much of it may not seem relevant, but you will train yourself into taking notice of what is relevant. – Don’t expect to understand everything you read – not many people do.

Read everything; much of it may not seem relevant, but you will train yourself into taking notice of what is relevant.

Don’t expect to understand everything you read – not many people do.

You are looking to build up a ‘larger picture’ from what you are reading, so make notes from which you can identify trends.

Numbers are significant only in so far as that they indicate the state of the company and provide a historical background. It is up to you to interpret them and identify potential sources of work.

Remember – while the FT or a similar paper can help you identify a potential source of business, it is up to you to find out more and follow up with an intelligent knowledge of the client’s marketplace.

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