Alert reader J. Assange of “Ecuador” writes, “I’m a new government contractor with a great solution.  How do I get in to see the Chief Information Officer or Assistant Secretary in every agency?”  We hate to be the one to leak the information to you, J., but you probably won’t get into the federal C suite very often for most of your federal projects.  What’s more, those meetings probably won’t bring the results that you’d envisioned.  The reality is that the vast majority of federal business is managed and overseen by people two or three levels beneath an agency’s senior executive ranks.  Heard a panel of CIO’s speak lately?  It’s all about strategic topics such as IT Governance and workforce training.  If you’re selling commercial software solutions, you’ll have a much better discussion with the associate deputy CIO who oversees software.  Want an even better talk?  Come with a partner who has established relationships in that agency or department.  Focusing on the right agencies, and the right people in those agencies, helps ensure you’ll actually get in front of someone who won’t only listen, but who will be able to act.  Nothing classified about that.