For vendors to the public sector
Selling to Swedish municipalities is famously difficult. Not because they do not want to buy — but because the environment works differently from what most commercial sales processes are designed for: public procurement, systems management models, security requirements, political governance.
I have spent the past four years on the buyer's side, as a systems manager in a municipality. I know which questions the IT manager, the security officer and the business will ask — because I have been the one asking them. I help vendors understand the environment they are selling into.
- Understand the customer's perspective
- How a municipality organizes its systems management, how decisions actually get made, and who needs to be convinced — it is rarely the person you first meet.
- Assess product maturity
- Is your product ready for municipalities? Which requirements will you face around identity, integration, information security and data protection — and where are the gaps?
- Fit the municipal operating model
- A solution that cannot be received by a systems management organization will struggle after the contract is signed. I help you design for how municipalities actually run their systems.
- Prepare for procurement
- What the tender process looks like from the inside, which requirements tend to appear, and how to write a bid that is credible to experienced evaluators.
- Build a credible story
- A technical and organizational narrative that holds up in front of IT managers, security officers and procurement officers who have heard many pitches before yours.
This is not about winning procurements through tricks. It is about understanding the environment you operate in and designing solutions that work in practice — which, in the long run, is also what wins the deals.