High-Ticket Closing in Zoetermeer
Why here
For an IT company in Zoetermeer the heaviest deals are rarely the most enjoyable ones. They are multi-year framework contracts at a government body in The Hague or at a major client, where the assessment partly runs through a formula and the enthusiastic architect you spoke to signs nothing at all. Open that conversation on hourly rate and you lose to a competitor who can quote one too. The decisive discussion is about risk: who carries it when delivery overruns, how knowledge is secured when people leave, what happens after a security incident. We join that table beside your own people and negotiate on scope, guarantees and handover rather than on the rate card. We also keep the process moving, because between a good technical meeting and a signature sit procurement, legal and a security assessment.
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
Which pursuits genuinely belong here and which simply sit in your regular pipeline gets decided first. Per pursuit we map the decision unit: the business owner, the architect, procurement, legal and whoever signs. We establish which terms besides rate are negotiable and prepare the arguments. Then we hold the conversations, with someone from your side present who gradually takes them over.
Frequently asked questions
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Our client only compares hourly rates. Can anything be done about that?
Often yes, by moving the conversation to what happens when things go wrong. A rate is only comparable when everything else is equal, and it rarely is: lead time, guarantees, the people you actually field, handover when someone leaves and liability all differ per supplier. We make sure those points are on the table before the comparison is made. If that fails, it is a price-driven purchase and you want to know that before you invest in it.
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At a government body everything takes months. Do you stay at the table that long?
As long as the pursuit runs and it remains useful. In this environment the duration is the risk: a conversation does not collapse in one go, it dies slowly as contacts change and priorities shift. We keep the file current, schedule the contact moments and make sure there is always a next step with a date on it. As soon as your own people take that rhythm over, we step back.
What you invest depends on what we build. The homepage says where it starts.
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