High-Ticket Closing in Delft
Why here
The heaviest objection on a first large contract out of Delft is not about your technology. It is about you: a company of a few dozen people becomes a supplier to an OEM, a hospital or a grid operator, and whoever signs carries the risk that you are gone in two years. That objection is rarely raised out loud and almost always weighed. We address it at the front: source code escrow, staged delivery with payment per milestone, a second point of contact, and written arrangements for the case where the customer has to continue a component themselves. Alongside that we map the decision unit — the technical advocate, procurement, the lawyer looking at intellectual property, and the manager sticking his neck out. We negotiate on scope and milestones, not on discount.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
Reading into your technology, your margin and the parties the customer compares you with comes first. Then we pick one or two live tracks and map the decision unit, including whoever is weighing your continuity. Next we rework the proposal into milestones with matching payment points, and agree in advance how much room there is. After that we join the table.
Frequently asked questions
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Our customer doubts we will still exist in two years. How do you handle that?
Not with reassurance but with arrangements. Source code escrow, documentation a third party can pick up, staged delivery leaving the customer something usable at every milestone, and a written provision for the worst case. Putting that on the table yourself before procurement asks turns the objection into a reason to take you seriously.
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Our pilots go well and then nothing happens. Can closing fix that?
Only if we intervene before the pilot. We agree up front what result the pilot has to produce, who judges it, what budget is ready on success, and what the next step is. Without those four answers a pilot is not a sales track but a free test setup, and there is nothing left to close afterwards.
What you invest depends on what we build. The homepage says where it starts.
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And then?
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