High-Ticket Closing in Groningen
Why here
Large deals in Groningen look nothing like a classic single-buyer negotiation. In the energy and hydrogen programmes, positions are handed out the moment a consortium forms; after that you negotiate terms, not whether you are in at all. At the UMCG and the knowledge institutions the same thing happens in another shape: once a tender is published, the award framework is fixed and contact is barely permitted. So we come in earlier, at the market consultation, at the preliminary discussions, and with the party assembling the consortium. At the table we run the conversation with the roles that carry the decision, from the signatory to the department that carries the risk, and we negotiate on terms and scope rather than 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
Qualifying comes before anything else: which live opportunities genuinely have several decision-makers, a runtime in months, and a buyer carrying risk of his own. That shortlist usually turns out shorter than expected. For what remains we map the decision unit in the first weeks, including whoever can block it, and record per opportunity when the decision moment falls. Then we join the next conversation that actually matters.
Frequently asked questions
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Can you join in when a tender is already running?
Then the room to manoeuvre is small, and we say so up front. During the procedure contact is limited and the award framework is fixed. We look at two things: whether your submission genuinely matches the published weighting, and which programmes follow this one, so that next time you are at the table during the consultation phase.
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Our deal hangs on a subsidy decision outside our control. What do you do then?
We make sure the opportunity does not stall while you wait. That means recording which decision is expected when, agreeing with the client what happens immediately after it, and using the intervening period to speak to the parties who will have to co-sign. Waiting is not a pipeline stage.
What you invest depends on what we build. The homepage says where it starts.
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