An organization is merely a collection of individuals. Simple fact, took me a long time to figure out. For me, the organization is merely the specific individuals I work with. And among my clients, its always the individuals I deal with, never the entire organization.
So, getting to know the individual is more important in my own organization and that of my clients', than getting to know their companies. After all, the individual/s will make the decisions.
"An employee leaves the manager, never the organization" - Marcus Buckingham in "First, Break all the Rules" - read this a long time ago, and it resurfaces now from the depths of memory.
