How to Connect with a Decision-Maker

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 chief financial officer? A regional vice president? What about someone in charge of improvements or human resources? And once you pick a target to approach, what happens next?