I’ve noticed an intriguing — and profitable — trend in startup positioning.
Lately, I’ve been seeing on a company’s proposed timeline that they plan on providing their services to local governmental agencies and schools at some point in the mid-to-distant future. Schools and cities are huge potential customers and, for a lot of startups, a single big city or school district contract could completely change the trajectory of the company.
Unfortunately, however, procuring a school district or city as a client is often a long process with a lot of uncertainty. It is not unreasonable to think that a startup could take a lot of time pitching 10 of these entities and win none of them. With that in mind, here are some of the insights I’ve learned during my career as a VC and legal advisor that might make it easier to earn these customers.
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