Last week, I needed to figure out who I could reach on LinkedIn from a new target market (Fin & Wealthtech companies in Switzerland). I built a hyper-specific 857-person target list in 20 minutes. Here's how: I wanted clarity on the companies I was trying to reach: • How much of the market was on LinkedIn? • How did they spent time on the platform? • How could I get more touch points with decision makers through content, ads, network expansion, and DMs?    I opened LinkedIn Sales Nav and ran this process: 𝗦𝘁𝗲𝗽 𝟭: 𝗙𝗶𝗹𝘁𝗲𝗿𝗲𝗱 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝗳𝗶𝗿𝘀𝘁, 𝗻𝗼𝘁 𝗽𝗲𝗼𝗽𝗹𝗲 → Opened the Account Search in Sales Navigator → Filtered by industry, location, and company headcount I searched for Fintech companies in Switzerland region with 51-200 employees+ LinkedIn gave me roughly ±250 companies. I saved them to an account list. 𝗦𝘁𝗲𝗽 𝟮: 𝗟𝗮𝘆𝗲𝗿𝗲𝗱 𝗶𝗻 𝗯𝘂𝘆𝗶𝗻𝗴 𝘀𝗶𝗴𝗻𝗮𝗹𝘀 Then I filtered that list for companies that showed buying indicators. We look for things like: • Recently raised funding • Hired new leadership • Expanded headcount    This narrowed my list to companies that are actively growing/evolving and more likely to buy 𝗦𝘁𝗲𝗽 𝟯: 𝗦𝘄𝗶𝘁𝗰𝗵𝗲𝗱 𝘁𝗼 𝗽𝗲𝗼𝗽𝗹𝗲 𝗮𝗻𝗱 𝗳𝗶𝗹𝘁𝗲𝗿𝗲𝗱 𝗳𝗼𝗿 𝗮𝗰𝘁𝗶𝘃𝗶𝘁𝘆 I took my saved company list, went back to Lead Search, and filtered for people working at those accounts. 3000+ people appeared. I added one more filter: "Posted on LinkedIn" in the last 30 days, which put me at around ±1700 people (it's the only filter we have to get closer to active users). I'd rather have a smaller list than a bunch of inactive accounts. I can always expand from there if needed. 𝗦𝘁𝗲𝗽 𝟰: 𝗦𝗲𝗴𝗺𝗲𝗻𝘁𝗲𝗱 𝘁𝗼 𝗙𝗶𝗻𝗱 𝗪𝗵𝗼 𝗔𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗠𝗮𝘁𝘁𝗲𝗿𝘀 I wanted to focus on decision-makers, so I ran a last set of filters based on job titles: I ended with 857 decision-making ICPs. → ~200 were C-Level/founder → ~600 were other people who could influence buying decisions (i.e.: Department Heads) This helped me know exactly who I was writing for. 𝗦𝘁𝗲𝗽 𝟱: 𝗘𝘅𝗲𝗰𝘂𝘁𝗲 𝘀𝗲𝗴𝗺𝗲𝗻𝘁𝗲𝗱 𝗰𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻 𝗰𝗮𝗺𝗽𝗮𝗶𝗴𝗻𝘀 My next step is the actual outreach. I can do this manually or with a tool. As the campaigns run and my network grows with these target personas, I'll sprinkle in some niche-relevant content such as fintech case studies with previous clients. Still tied to my core service, but showing I’ve operated in their world. The goal is to make sure they know I exist and start building the relationship. Let's see how it goes. P.S. Want a vid walkthrough? Comment "TAM" and we’ll DM it to you. P.P.S. This is the quick, no-headaches, no-credits version of scoping a TAM on LinkedIn. It’s a good way to get you from 0 to 1 when understanding whether your ICP is on LinkedIn. To create a bulletproof list, we take our research further by leaning on other intelligence tools and data sources to enrich our lists and cross-reference data.