Selling to governments

To successfully sell to governments, companies like Palantir need to show persistence and superiority in their offerings. They lack the deep contacts, lobbyists, and long-standing relationships with government officials that other traditional companies have. Despite the challenge, by consistently showing up, iterating, and providing exceptional solutions that shame others, companies can win government contracts. Governments have a mix of employees with varying skill levels, some being bureaucratic while others are proactive and innovative. By partnering with the dedicated individuals within government entities who strive for excellence, companies can navigate the system and secure valuable allies who are willing to fight for their solutions, ultimately proving the superiority of their offerings.