Selling Web Software to Government?
inerte: I am from Brazil and probably the whole process is different, but here are some of my experiences.- Most of the times a gov doesn't "buy" things directly. They open a bidding, auction, whatever is the english term. They'll put a set of requirements, and let companies bid anonymously...- There's a certain threshold for this "bidding" to be required. In Brazil a couple years ago, cities couldn't buy anything above R$ 750.00 without the whole bidding process. So, vendors priced their stuff at R$ 749.99;- Another method to manipulate the bidding is that the buyers will agree with the vendor(s) to make a certain set of requirements that only the vendor(s) can satisfy;- There's the chance that in four years, the next administration, they'll kick you out;- You'll get many, many leads. A new mayor is elected, he puts his people on charge. They're from party X, and party X also controls other cities, and they'll recommend you;- Some politicians will try to pay with influence, that is, instead of money, they'll talk about the wonders they can do to you or your company in different spheres of the administration. This is different of straight corruption where money exchange hands, it's sold more like a friendship, one hand washing the other. It's like having friends in the police or lawyers. How easier your life will be;Other than that, the whole politics thing, it's like any normal commercial transaction. You sell something, gives support, and life goes on. I worked during 6 years making software for law firms, and law-related parts of the government. I wasn't directly involved in the whole politics things, I was just the programmer and my boss was the marketing/salesman guy, but I would get lots of hints here and there.There's also the issue of legacy applications, worse than on the enterprise. Govs don't have the financial incentive to change stuff, to make things run more smoothly. You'll deal with a lot of old stuff, or crap things made by family members and their relatives.