In the most recent May 2012 IMPAX Tip of the Month we talk about the strategy of leveraging reciprocity to gain access to decision makers. It is logical to think that if we give them business, it's only fair to request consideration for our sales efforts.

One key reminder for anyone who might use this strategy - if your company is giving them business, then you definitely have built in coaches to work with. These are the sales reps, managers and executives that sell to your company. Leverage these contacts to make your own inroads.