The government contract is sticky. The procurement cycle is not forgiving.

Selling to governments is genuinely rewarding. Long-term sticky contracts. Solutions that improve entire citizen bases at scale.

The catch is the procurement cycle.

If you win a government contract, you have to actually deliver something that survives the kind of scrutiny most commercial buyers never apply. Documentation, performance reporting, regulatory compliance, security clearances, audit trails, change management. The contract is the start of the work, not the end of it.

The sellers who close these deals and keep them are the ones who built a product or service that was designed for government scrutiny from day one. The ones who sell into government with a commercial-grade product they hoped would be good enough usually find out the hard way that it isn't.

If you are aiming at government as a market, the question worth asking now is whether what you are selling could survive a procurement audit on a bad day.

Closes the two-week funding-to-build conversation on The Signal. Next Tuesday: the amplifier test for every AI investment you are looking at.

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