Inventors will have a far easier time striking a deal with a marketer or distributor when they have a strong supporter inside the potential partner company. You want to find the supporter early before you make any formal sales calls. The contact can then help you fine tune your presentations to the company's needs. They will also advocate for your project inside the company, urging management to move ahead with your offer. Typically you want to find either a regional manager or a marketing manager to help you.
http://onestopinventionshop.net/blog/2023/05/early-contact-helps-licensing-efforts/
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