At this firm I had adopted the CEO sales approach used very effectively by IBM and McKinsey, developing a relationship with the CEO who then sends you to see other C-Suite executives about possible engagements.
In a piece for MarketingProfs earlier this year C-Level Exec, Improve Your Brand Image by Using Social Media I wrote about the results of a CEO survey conducted by BRANDfog which revealed the ever-growing importance and need for c-level suite folks to use social media as a means to engage its customers and prospects alike and to earn their trust in the process.