PGA Blog
The Value of a Great Elevator Pitch
After more than two decades in government sales, I can tell you that the most valuable currency in the state house is not money, but time. Meetings with legislators and their staff, or even members of the governor's team, are often scheduled for 30 minutes but in reality, you may only have 15 to 20 minutes of their undivided attention. This is why having a well-rehearsed and impactful elevator pitch is not just a good idea, it's essential for success.
In Government Sales, Different is Better than Better
I’ve started and scaled multiple technology companies that broke into the government market through state and local procurement. If there’s one lesson I wish more founders understood earlier, it’s this: product and service positioning matters more in government than almost anywhere else—and being different often matters more than being better.
Ideally, of course, you’re both. But if you have to choose, difference wins.
Thinking About a Government Sales Channel in 2026? Now is the Time to Act
I’ve built a few tech companies that broke into the government market the hard way—learning how the legislation/budgets/procurement works, winning our first pilot, then turning that foothold into a repeatable sales channel. If you’re an early-stage company (or you’ve simply never sold to government before), I think right now is one of the best windows in years to start building a state and local (SLED) motion.