Thanks for all of the info so far. I'm seeing what you guys are talking about. I've made it a point to speak with our general contractors and let them know we have the capability, and a journeyman at the company, who also enjoys controls a LOT, likely helped land us our first small controls job for a small industrial job we are doing, and we were talking about how to expand more into it.
The company owner isn't all that interested in getting into controls, as he puts it, "Because I'm pretty old, I'm good at what I do, and I'm not all that interested in learning about it." That being said, he still has no problem if me taking on the work if I can find it under a different employment arrangement.
I'm going to keep speaking with general contractors and see if I can start building up contacts. All it takes is for their "normal" guy to be too busy to help sometimes.
As far as finding that niche, I have asked around about the couple guys that do all the controls work in the area, but I have not been able to get their customer's names yet.