10 Expert tips to sell to government
Published in
1 min readSep 23, 2016
At Open Opps, we were delighted when John Furnau, former head of procurement for the London Olympics and founder of Fernau Solutions, spoke at our breakfast on selling to the public sector.
He shared with us these tips on trading with government:
1. Identify targets
2. Research your targets
3. Market to your targets
4. Be bid ready
5. Make friends (thresholds are not a deal breaker)
6. Play to your strengths
7. Be disciplined
8. Bid to win, deliver to margin
9. If you win, behave well
10. If you lose, behave well