The companies I am targeting are big corps, mostly in California. I'm a small software startup looking to sell surgical simulator technology. As a first meeting, is it normal to play it super-formal, or OK to say "I'll be passing though CA in August, maybe we could meet for coffee"? I'm looking to start relationships, not go hard into a sale on day 1... so in my view a informal chat is appropriate rather than presenting to a room full of suits.
Thoughts... especially from anyone who knows CA and corporate people.