Gaining consensus in a large government agency can be harder than building the product itself. The IRS Direct File team smartly launched their e-filing system to IRS employees first, using the product as a tool to build internal support before a public rollout.

The program was designed to induce mass collection, pulling billions of quarters out of circulation. This increased demand for new coins, generating over $2.6 billion in profit for the government through the difference between the coin's face value and its low production cost.

Getting a partnership deal done requires more than a good pitch; it requires an internal advocate. Leaders should leverage their network to identify and cultivate a champion inside the target company. This person is critical for navigating internal bureaucracy and pushing the deal over the goal line, as "there's a million ways for deals to die."

In government sales, you know you have a winning product when the relationship evolves beyond a vendor-customer dynamic. The key signal is finding a 'singular champion' on the government side who gets the vision, believes in it, and works to shepherd it internally, matching your team's own excitement for the project.

Marina Nitze, as the new VA CTO with no staff, gained influence by first solving a minor, frustrating problem for executive assistants (tracking paper folders). This small act earned her goodwill and access to key decision-makers' schedules, which she then leveraged to advance her strategic goals.

Instead of pitching a new idea in a vacuum, connect it directly to a leader's existing priorities, such as market disruption or a specific annual goal. This reframes your idea as a way to achieve their vision, increasing the likelihood of approval.

Instead of a broad launch, Qualia focused exclusively on Massachusetts for about a year. This "geographic wedge" allowed them to build a dense local network, leverage customer introductions, and create competitive pressure that made them seem more established than they were nationally.

When you identify a deal blocker, don't confront them alone. First, approach your champion and ask for their perspective on the dissenter's hesitation and advice on the best way to engage them. This provides crucial internal political context and helps you formulate a more effective strategy before you ever speak to the blocker.

When artist Paul Jackson's design for the Missouri quarter was altered by the U.S. Mint, he protested by stickering 250,000 quarters with his original art. This media spectacle ironically fueled public interest and collectibility of the official coin, furthering the Mint's profit-making goals.