Exhibit A
Bookkeepers work in Washington DC
Washington DC holds a dense base of small firms, associations, nonprofits and independent contractors, and each of them needs books kept. The search demand for bookkeeping in the city comes from owner operators and small practices more than from national franchises, and it clusters around the business districts and the close in neighbourhoods where those clients sit. Paid search on bookkeeping terms in this market carries real cost, which tells you the demand is worth money to the firms bidding on it. The searches themselves are local: people type the service and the neighbourhood, or the service and the city, and they expect a firm that knows the ground. That is the demand available to a bookkeeping practice here, and it is steady rather than seasonal at the top of the funnel.
