A truer statement has never been made:

http://sethgodin.typepad.com/seths_blog/2009/07/the-art-and-skill-of-working-with-bureaucrats.html

This jives with my experience: We have to charge our municipal and large corporate clients much more than we charge other clients just to cover the sales overhead, which includes dozens of unnecessary meetings, 8 to 12 proposals, minimum, certification programs, tons of paperwork, and a 6 to 18 month sales cycle. It ain’t for the faint of heart.

Seth was already one of my favorite software industry bloggers, but this short post takes the cake.

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Kraettli Lawrence Epperson

Managing Director at JumpPhase Ventures

This blog is dedicated to providing advice, tools and encouragement from one entrepreneur to another. I want to keep this practical and accessible for the new entrepreneur while also providing enough sophistication and depth to prove useful to the successful serial entrepreneur. My target rests somewhere between the garage and the board room, where the work gets done and the hockey stick emerges.

Latest posts by Kraettli Lawrence Epperson (see all)

• Do entrepreneurs do their own taxes? - August 31, 2019
• A venture capital firm asks to interview you; What do you do? - August 31, 2019
• If I want to eventually start my own company, will product management experience help? - January 3, 2019