Once you've done your homework, you are now ready for that initial call. Depending on the size of the firm, your target will either be a VP of Business Development, VP of Marketing, or perhaps the company founder or president. Use your friends and family network to identify the right contact and perhaps get an introduction. Send them a copy of your completed partner proposition worksheet and step them through it. You will win points with them simply for being prepared and demonstrating knowledge of their business.
If all goes well, they'll request a follow-up call or visit and the due diligence process will begin.
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