Strongly agreed with lots of these. Getting to the right person is key. Also the "Bigger companies" comment applies whenever the company you want to partner w

Strongly agreed with lots of these. Getting to the right person is key. Also the "Bigger companies" comment applies whenever the company you want to partner with perceives themselves as big or important. The two I would add: 1) Listen. Obvious but critical to making the right arguments and providing the right information to help the project get sold internally within the partner. 2) You don't just have to fit in with the overall strategy but local departmental strategies and politics with the partner company. Convince the person deciding that you will help them achieve what matters to them (hit targets/get bonus/get noticed...).