“Do not rely solely on e-mail or snail mail for this venture without first getting in touch via phone or personal visit. A phone call is more valuable than mail but can and should be followed by mail or e-mail the same day. Make it clear that the intention of your call is to catch up with those in your power base, not to sell your products or services. During all economies—good, bad, and indifferent but especially during contractions—contacts and relationships are everything. If you’ve ever heard the saying “It’s who you know, not what you know,” then you know that this is true. You are short on people, not short on money, and the people you know either have the money you want or know people who do. It is those people who want and need your service. So the more people you contact, the better chance you have of discovering and selling to those who are members of your target market. Remember:”