The directors and executives you most want to reach aren’t ignoring you on purpose. Their inboxes are overloaded, and most of what arrives looks the same as everything else. Sending more of it rarely changes anything.
A well-chosen gift is one of the few things that still gets through. It turns up on their desk, clearly meant for them, and gives them a reason to reply. More often than you’d expect, that’s where a real conversation starts.
