But negotiating your way through a big buyer's bureaucracy can be tricky. Often there are many layers of individuals involved, and special requirements to meet — some obvious, some hidden. And over time, the people can change, leaving you in a pickle. Steve Kaplan, author of "Bag the Elephant: How to Win & Keep Big Customers" pinpoints these four things you must know:

1. Who does what. Your contact is never the only one who decides whether or not you get the business. Learn who influences, who buys and who kills.
2. How to make their list. Many big buyers only do business with vendors and service providers who are on their preferred list. Your job is to get your name at the top of that list in as many categories as possible.
3. The company's unique quirks, lingo and culture. Every big organization has its own idiosyncrasies and language, including acronyms, clichés and nicknames. Learn them all. Study their Web site and marketing materials.
4. The boundaries of their budget season. When discussing your product or service, ask when the company budgets and when it makes decisions. So you'll know when to approach. Don't be locked out because you were late.

Action Steps
The best contacts and resources to help you get it done

Tips & Tactics
Helpful advice for making the most of this Guide

• As you pursue your big game, lavish them with attention. Return calls and answer questions quickly. Address problems immediately. Be vigilant throughout the entire process, including presentations, quotes, client requests, delivery and follow-up.
• If you land a big customer, and they like what you're doing, they might offer opportunities that seem removed from your core business. Don't pass these up. As challenging as they might seem, consider them a chance to grow your business. Never put limits on what can and can't be done.
• Don't get greedy. Position yourself as a trusted partner in a long-term relationship and you will be well rewarded.