Any bright ideas on how to break through this firewall?

One trick that worked for me.

I created a description of my ideal client. In fact I created a few descriptions of different ideal clients.

(If you've a UX background - I basically researched and created personas for my clients http://en.wikipedia.org/wiki/Persona_(marketing) )

I then figured out where those clients hung out.

Then I hung out there and listened to their problems.

(For example - there are reasons I am now very happy to spend multiple thousands of pounds attending some conferences - outside of the personal development stuff I get from attending :-)