Ethan Aldrich

Getting your first clients and growing in government software

Getting your foot in the door of the government software market isn’t quite like diving into the private sector.

Partnerships: Your best ally. They not only grant credibility but can also help navigate the labyrinth of red tape. It’s not just about teaming up with other companies, it’s about understanding and leveraging the systems in place. Take a good look at SLED (State, Local Education and Local Government) when mapping your strategy.

Deciphering Government Buyer Incentives: The government’s buying triggers differ from the private sector. They’re not just hunting for cost-savings or profit maximization. They’re looking at risk reduction, safety, and regulatory requirements. If your software can answer these calls, you’ve got their attention.

Pilot Solutions: Here’s a pro tip - instead of waiting for large contracts, provide pilot solutions under a Request For Proposal (RFP) limit. This not only gets you started faster but also gives your potential clients a taste of what you bring to the table.

Remember, government software procurement isn’t about flashy pitches or aggressive sales. It’s about understanding their needs, aligning your offerings, and building genuine, effective partnerships. Do that, and you’re golden.

September 12, 2017  @ejaldrich