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Decision Makers_sm

By Marcia Wade Talbert | Published December 21, 2010 | Full size is 520 × 423 pixels

Find the right decision maker. Call the company and ask who is in charge of aspects of the business that relate to your product. You don’t want to waste time engaging the wrong person. “It is important to know the structure of the company and who are the decision makers,” says Pope, who at one point wasted time talking to a company representative who couldn’t move his project ahead. “Think about what Donald Trump says, 'Talk to the boss. Don’t talk to underlings.’”

Find the right decision maker. Call the company and ask who is in charge of…