I sell $1m+ pieces of equipment into large companies, not governments and the key is to network throughout the company and build a coalition of interested people for your product. For example, at one company I've worked with - I've spent loads of time talking to people with similar positions at each site they have and have run loads of demos for each of the groups.
Each of the groups pushes the need up to their local management, and the local management talks to corporate. A key factor in our success has been getting corporate to hear a similar message from multiple sites asking for our equipment.
It takes a really long time to make anything happen - often on the order of 2-3yr.
Each of the groups pushes the need up to their local management, and the local management talks to corporate. A key factor in our success has been getting corporate to hear a similar message from multiple sites asking for our equipment.
It takes a really long time to make anything happen - often on the order of 2-3yr.