I started from a cold call or inside lead. I would ask to come onsite to meet in person over lunch (Try to get a calm atmosphere by taking hirer out of his element that could be stressful), Follow up with an email and propose an onsite meeting to discuss future and their plans, Chime in during the meeting to discuss where we can be a fit. After meeting send "Meeting Minutes via email to people who attended (Let them know you paid attention and have even the small ideas on papaer (Orginized) End with a question like, "Would it make sense to see a presentation with the key players that use (X) solution (End User, stakeholders and CLevel emnployees). Ask for a day to start deno or bring in a product to show and play with while giving a presentation that depicts conversations in past. Then explain what you implimented in a similar company as proof of concept of productivity, time well spent and explain the process of what it takes to deliver a solution that everyone agrees they would like to see. After meeting send email and follow up with a date that works for a roll out project plan. Deliver preliminary costs before discounts and registered manufacturer discounting. Explain why you are better then John the guy down the road and why. This will differentiate yourself from others. This is the one time to really impress audience. Offer something free to initiate your generousity and willingness to earn their business. Give them personal # to escalate issues. (Show them that you are concerened about there company and no one elses. Follow up (Weekly calls until rollout is complete) quarterly meetings to have an overview and see what they like and dislike. The tech industry is evolving and engineers can tailor platforms that have never been done so make sure your answers to any concerns are always positive and proof that you are a proactive manager.