How to sell technology to the government

Learn how to sell your technology to the government

1.0 Dev-Bur-Ops

"I talked to <someone who wears a uniform> and they love it!". Great, you solved a small potion of your problem.

Where is this valley, and why is it full of dead unicorns?

Ever wonder how the COCOMs, Services, and operational Commands work together? Yeah, so does everyone else.

There are many players in the DoD R&D ecosystem, and many dynamics that come with them.

If you knew who they were, you probably wouldn't be reading this.

Jumping the valley takes time, and money, let's look for some of the latter so you can buy the former.

A budget is a terrible thing to waste, unless it's on your contract, and then it's great.

There are some short cuts, tl;dr: they cost money

Long live the Contracting Officer, they bestow the grace of green.

There are two options: collect them, or find another industry, but you don't have to collect them all at once.

It's just sales, all the way down. Cut out the jargon and terms of art and it's just sales.

Have you ever gone to a GovCon conference and left feeling a few dollars poorer and no closer to your next big contract? You're not alone.

Figuring out who you're selling to can be simple, but very hard.

If you're a VC and trying to spot a winning unicorn, we have some thoughts.