Startups often struggle to provide services to governments due to challenges around procurement, interoperability and slugglishness, but a growing govtech ecosystem is lowering the barrier to entry.
This network includes Public, a venture capital firm and accelerator founded by former David Cameron advisor Daniel Korksi and investor Alexander De Carvalho. This week, the duo teamed up with coworking space Huckletree to launch Public Hall, a new hub in Westminster thas brings together startups, investors and innovators working to improve public services within walking distance of Parliament’s power-brokers.
Korksi and Public Hall members Futr, which helps councils and police forces deliver services to citizens and staff through natural language chat, and Apolitical, a peer-to-peer learning platform that provides government workers with easy access to expert insights from other departments and administrations, gave Techworld their tips on how startups can work with governments.
Know your customer
Selling to government is in many ways different from selling to the private sector, but the central principle of the process is the same.
“You’ve got to win the trust of people, you’ve got to show that your product adds value, you’ve got to get to know your buyer,” said Korski. “Do they have a problem? Do they know they have a problem? Are you the best person or product to fix it?”
Apolitical COO Nitika Agarwal has gained an understanding of both sides of the deal, having served as a senior policy advisor at the treasury prior to joining the startups. She believes that many startups that don’t yet serve government may make successful govtech companies because they’ve already proved the value of their technology in the private sector.
“We’ve come across lots of companies who would not see themselves as selling to the private sector, but because they’ve established a reputation, a track record, and a tried and tested product elsewhere, they’re in fact in a very strong position to go and support government with their most challenging problems,” she said.
A key need of any startup is gaining reference clients that can gain the faith of potential customers. These can be particularly hard to find in the public bodies, which are typically more risk-averse that private sector companies. Apolitical CEO Robyn Scott suggests that govtech startups harness the power of their networks to spread the word about their service.
“It always makes sense to get your first evangelical customer,” she said. “And that’s where a group like Public is so valuable – they know who the evangelists are. The other thing that’s worth saying with this space, is it’s not for the faint-hearted, because it takes time and thought to get in, but government, once you work with it can be a fantastic customer and a much more stable customer than even enterprise.”
Futr CEO and cofounder Andrew Wilkins adds that public sector customers are easier to find if the startup focuses on a specific use case.
“We needed to really focus on particular pain points that you can solve, and then use as reference clients,” he said. “That’s exactly what I would say to startups. You’ve just got to build up those reference clients and show success.”
Follow the frameworks
Gaining government contracts is a daunting task for startups due to the complex procurement process and competition from big vendors with long-established relationships in the public sector.
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