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I have spent the last year wooing some of the big boys in the area, and have just made some headway. We joined our local AGC branch, and made a point to attend every event possible to network. We searched the plans room and called on everyone we had met when their company showed intent to bid on a project. Even if we had no intent to bid, we wanted them to know we were watching what was going on.
You might be surprised at the support your dealers and or product rep's can provide. Ours are always in contact with these same people to get their stuff spec'ed. It may take trust in you from others for them to consider you.
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