Are you playing with the gatekeepers or gate owners? Gate owners like to do business with fellow gate owners. A gate owner is a key decision-maker, usually the person who signs on the cheque. You have to be good at identifying gate owners. Most of the time they are not easy to find. In some companies, a person keeping the gate as a receptionist or personal assistant of the top honcho to be a close relative or a significant other. Sometimes you find decisions are taken by someone not physically present at the business. That is why as a shrewd…