"Arul's style is very different. He speaks with all the top management people," Michael pointed out on our roadtrip. "I see all levels of the people, from top management down to the people in operational level."
In our dealings with a buying organisation, it is imperative to develop as many relationships as possible.
It is an often said fact: change is today's only constant.
Some sales people find themselves in the cold when a sole contact leaves. That's why I never rely on a 1-legged stool. 
Michael and I at Dhoby Gaut, Mumbai
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