B2G strategy
Selling to the public sector does not start with a tender
The tender is the end of a commercial process that began months earlier. What happens in that earlier stretch and why it decides the outcome.
Coming soon
Resources
Working ideas on the public market
Short notes on commercial strategy, product and selling to the public administration. Publication in preparation.
Commercial narrative
How to adapt a tech startup's pitch to the administration
The pitch that works with investors does not work with a public buyer. What changes in the problem, the proof and the risk.
Coming soon
Preparation
What a company needs to understand before answering a tender
Requirements, fit, delivery capacity and opportunity cost. The four questions to answer before deciding to bid.
Coming soon
B2G sales
Common mistakes when selling technology to public administrations
An untranslated product, incompatible pricing, the wrong counterpart and an ignored calendar. The failures that repeat most.
Coming soon
Market fit
How to detect whether your solution fits the public market
Signals that indicate real public demand and signals that only look like demand. A criterion for deciding before investing.
Coming soon