
The Space Industry in 2024, and How to Build a Satellite Company
ACQ2 by Acquired
Complexity of Selling to Government Customers
Selling to government customers involves unique constraints and multiple stakeholders with diverse interests. While the government offers valuable resources such as advanced testing facilities and engineering perspectives, the sales process is complex due to the decentralized decision-making and involvement of various channels. Unlike selling to commercial companies, government sales require navigating through hidden stakeholders and aligning them towards a decision. Entrepreneurs venturing into government contracts should be prepared for this multi-layered sales process and focus on building relationships with key individuals who can influence the decision-making.
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