Target clients (ICP)

The target-client map. For each product line: direct buyers (who commissions the work), partner / advisor targets (who refers TILT, with a named example firm as the pattern to find more like it), and community hubs (where these groups congregate). Working source: notes/current/reference/target-clients-2026-05-13.md.

Real Estate Models (Development, Acquisition, Fund)

Direct buyers

Real estate development companies (privately held, mid-size)
Hotel companies specifically (development and operating)
Real estate investment trusts (REITs)
Multi-property operators
Real estate finance / structured finance professionals (CMBS, mezzanine debt, mortgage REITs, securitization desks)

Partner / advisor targets

Real estate advisory firms (independent advisors, not big-firm)
Hotel-specific advisory firms
Structured-finance advisors (CPACE, LIHTC, TIF, opportunity zones, bond-financing specialists)
Real estate capital-markets advisors

Community hubs: BiggerPockets (commercial/multifamily), ULI chapters, NAIOP, hotel investment conferences (ALIS, NYU Hospitality, IHIF), RE fund LP networks.

CapFall (M&A / corporate finance)

Direct buyers

Late-stage venture-backed company CEOs / founders / CFOs
M&A attorneys at corporate law firms
Growth-capital and venture-capital firms (advising portfolio companies)

Partner / advisor targets

M&A attorneys - strongest channel; they hand CapFall to clients mid-deal
Founder / CEO coaching firms - pattern: Enjoy the Work
Investment / advisory firms advising founders on complex cap-table outcomes
- pattern: Brookside Capital
Boutique M&A advisors and investment banks

Community hubs: pitch-deck and capital-raising communities (founders actively raising, where cap-table outcomes matter), ACG chapters, general / corporate counsel associations (where M&A attorneys gather), PE / search-fund forums.

Startup Models

Direct buyers

Early-stage founders / CEOs
Pre-seed and seed companies preparing a first formal model

Partner / advisor targets

Founder coaching firms - pattern: Enjoy the Work (same pattern as CapFall, earlier in the company lifecycle)
Startup accelerators and incubators

Community hubs: venture-capital firms and VC communities (a primary hub for this segment), accelerator alumni networks, angel groups, Indie Hackers, Lenny’s community, On Deck / Reforge alumni.

Municipal (Capital Budgeting)

Direct buyers

Local governments and agencies (cities, counties, special districts)
Municipal authorities making capital-budgeting decisions

Partner / advisor targets

TIF / economic-incentive advisors - pattern: Blue Stem Capital (find more firms specializing in TIF, CDBG, opportunity-zone structuring for municipal clients)
Municipal consulting firms - pattern: Leland Consulting Group / Bob Stowe (real-estate-and-economic-development consultancies serving city/county clients)

Community hubs: GFOA, ICMA, CDFA (TIF/bond/incentive-finance community), state economic-development associations.

Energy Modeling

An emerging line (custom-engagement today; organic demand has shown up in leads). Treat as a real target segment, scoped as custom work.

Candidate buyers

Renewable-energy developers (solar, wind, storage)
Energy project-finance teams at utilities or IPPs
C-PACE and green-bond advisors
Energy-infrastructure investment funds

Consulting (CFO, FP&A, RE Analyst)

Industry-agnostic except RE Analyst. The unifying trait is a complex business (multi-model, multi-segment, multi-stakeholder), not an industry.

Fractional CFO: any executive team needing senior modeling judgment.
FP&A: any growth-stage company needing fractional FP&A.
RE Analyst: real-estate-only; analyst-tier underwriting and portfolio work.

Specialty / lower-priority

Restaurants and multi-unit operators (low priority): candidates for Monte-Carlo-style simulation and forecasting models. Park unless a specific opportunity appears.

How this list is used

Negative-keyword and audience design for paid ads, content-topic selection, co-marketing prospect lists (the partner-target rows), and conference/community decisions. A post titled “Capital waterfall basics for M&A attorneys” hits a named segment; “financial modeling tips” does not.