Anyone who has sold a revenue system or an e-governance platform to a state or local government knows the calendar is not yours. Budgets move in cycles, leadership changes, and a signed MoU can sit for a quarter before anyone asks about go-live.
The instinct is to push. The better move is to stay useful while you wait.
Stay visible without being loud
- Send short, specific updates: what similar agencies have achieved, in numbers they can repeat upward.
- Offer training or a workshop for the technical team — it builds internal champions.
- Document everything. Officials change; your paper trail is your continuity.
In GovTech, your champion’s successor is your next customer.
The marketing job in public-sector sales is less about persuasion and more about making it easy for people inside government to argue for you when you are not in the room.
