When negotiating contracts, it is best to remain patient and let the game come to you. Here is what I mean: people who are low in rank, but with great powers to influence should be held in very high regards. Unfortunately, most people tend to overlook their value.

This is where my Gen X and Gen Y friends often miss a great opportunity to close deals successfully. These key influencers are often times savvy and actually quite bright; it’s just that they often don’t get let out of the house, so to speak. So, remember it’s not the rank that counts when negotiating a deal or gathering intelligence to win a new deal or extend a contract or to have on approved.