Getting In

When it comes to getting face time with a decision maker, some companies are hard to penetrate.  At times, you don’t know where to start because they may be large, complex and opaque when it comes to decision-making.  Who should be approached first?  The chief operating officer?  The vice president of sales?  The head of business development?  What about someone in charge of improvements or human resources?  And once you pick a target to approach, what happens next?