The Latest Articles

Dive into a collection of past posts and rediscover timeless content.

10 Hard Lessons I Learned Building in GovTech (and frameworks to handle them)

Dec 9, 2025

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14 min read

10 Hard Lessons I Learned Building in GovTech (and frameworks to handle them)

Hard-earned insights for anyone crazy enough to build software for government.

Michael J Smith

Sales

AI

A Playbook for Selling AI to Public Agencies

Dec 3, 2025

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6 min read

A Playbook for Selling AI to Public Agencies

How to navigate politics, procurement, and panic when selling AI into government.

Michael J Smith

Sales

Procurement

Why Your Forecasts in GovTech are Always Bullshit

Nov 25, 2025

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4 min read

Why Your Forecasts in GovTech are Always Bullshit

A practical breakdown of the Procurement Lag Model and how to measure real revenue timing in GovTech.

Michael J Smith

Sales

FP&A

ARR

You're Probably Overstating Your ARR. Here's the Fix.

Nov 5, 2025

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4 min read

You're Probably Overstating Your ARR. Here's the Fix.

Why “reported ARR” in GovTech often isn’t the real number, and how to correct it.

Michael J Smith