Fish community! Looking for freelance consulting / advisory help: Building a healthcare / technology / combo product / service line for sale to city governments / police departments. Anyone have experience with selling to city / county / police and can help with the intricacies of the sales process (and introductions) perhaps? What’s an example of a comparable so we can find the right person for this engagement? Could consider a contract-to-hire role for the right profile. TIA!

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From someone who works at a startup accelerator: I think you need to consider who your ideal customer is. A lot of it comes down to the purse strings, who holds them and what kind of contracts you’re planning on working with.

State/local are significantly easier to go after, although your chance of red tape is high. I’d see if you can scrape LinkedIn & see whatever potential job role or department is most likely to be holding those purse strings. Soft intros from your network is the best way to approach this, but could be very difficult to find as most regular police officers will not know tons of back office details. It’s worth seeing if you can find what comparable solutions they currently use & why your product (features, pricing, all-in-one vs. several kinds) is a better choice for them.

As for federal contracts, those take months to years and are super elusive/challenging to land - especially if you have very little track record. However, they’re super elusive if you can land them and give you a niche foothold into a market with high entry boundaries/low competition.

I’d start with offering pilot versions to ‘break in’ for your first few customers (a ‘Who We Work With’ page on your website is the goal here and will make future intros/reach outs much more successful) but if that department already has something custom built, I’d say you’re coming with a really tough sell.

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