35 years of IT sales and strategy expertise for the public sector

I open doors to government and public administration for IT companies – through my network, market knowledge and procurement experience.

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Active at every level of government: EU, federal, state and municipal.

Portrait of Uwe Sander
Uwe Sander · Dipl.-Ing., Dipl.-Wirtsch.-Ing.
Who I work with

For IT companies that want to grow in the public sector

Software vendors and IT consultancies that want to win public-sector contracts – or gain a first foothold there.

Market entry

You want to open up the public sector as a new line of business.

Relevant services: Policy dialogue, Sales strategy

Growth

You are already active and want to increase your reach, visibility and order intake.

Relevant services: Association work, Sales strategy

Major tenders

You need strong partners and a reliable consortium.

Relevant service: Partner networks & consortia

Services

My services

Targeted market access and strong partnerships in the public-sector IT market.

Partner networks & consortia

Major tenders require strong consortia. I bring the right partners together.

  • Identifying subcontractors and specialists and bringing them on board contractually.
  • Managing complex bid processes (e.g. framework agreements, lot combinations).
  • Connecting mid-sized IT firms, established providers and innovative start-ups, and bringing in nearshoring capacity.
  • Major tenders

Industry associations & committees

To shape the market, you need to be present in the committees that matter.

  • Representing your company in leading industry associations (including Bitkom, eco, Initiative D21, GovTech Deutschland).
  • Active positioning in relevant working groups and expert committees.
  • Greater visibility for your brand among public-sector decision-makers.
  • Growth

Policy dialogue & market monitoring

Successful sales start long before the tender.

  • Targeted dialogue with decision-makers in politics, ministries and parliamentary committees.
  • Early mapping of relevant stakeholders at federal and state level.
  • Monitoring reforms, funding programmes, digitalisation agendas and tenders.
  • Market entry

Sales strategy & market development

Benefit from decades of hands-on experience leading public-sector sales teams.

  • The right sales strategy and organisation, and the right portfolio mix of framework agreements and individual tenders.
  • Strategic sales alignment in special situations (election years, budget freezes).
  • Better collaboration between sales and project delivery.
  • Market entry
  • Growth
Approach

How we work together

  1. Step 1

    Initial consultation

    Free and without obligation. We clarify your starting point and goals.

  2. Step 2

    Assessment

    I assess your portfolio, market position and opportunities in the public sector.

  3. Step 3

    Engagement

    We agree on goals, scope and format.

  4. Step 4

    Execution

    I open doors, manage processes and report regularly.

Ways of working together

When we agree the engagement (step 3), we decide how I will support you:

Project engagement

For a clearly defined goal, e.g. a tender or a market entry.

Ongoing support

Continuous presence in networks, committees and associations.

Sparring partner

For managing directors and heads of sales.

Case studies

From practice

Selected engagements, anonymised.

Partner networks & consortia

A consortium for a federal framework agreement

Situation
A mid-sized software company wanted to bid for a large framework agreement for low-code development but could not meet the suitability criteria on its own.
Approach
Identifying and selecting suitable partners, building a consortium of an established general contractor and specialists, and managing the entire bid process.
Outcome
A complete bid submitted on time as a consortium – and a reliable partner network for future tenders.
Sales strategy

Stable sales despite a budget freeze

Situation
A software vendor expected a sharp drop in new orders due to provisional budget management.
Approach
Diversifying into other levels of government, focusing the offering on mandatory public tasks and on operational security measures, and closer coordination between sales and project delivery.
Outcome
Predictable order intake even during the budget freeze.
Uwe Sander looking to the side with arms crossed
About me

I connect IT companies, government and public administration.

Who I am

For 35 years I have known and helped shape the IT market. My focus is the public sector at EU, federal, state and municipal level. As a long-standing head of sales and managing director, I have shown how to open up new markets, build high-performing sales organisations and secure continuous growth even in challenging times.

Track record

  1. Building a market from scratch

    Built up the public administration business at a leading German IT service provider, taking it to national market leadership.

  2. Sustained growth

    Continuous growth in order intake over many years – even in election years and during budget freezes.

  3. Partnerships & policy dialogue

    Building partner networks, association work and strategic dialogue with government and ministries.

  4. 2023 – Founded WellAdvised

    Continuing this work as an advisor and networker.

What I bring

  • Many years of industry experience in sales leadership and general management in IT consulting for the public sector.
  • Procurement practice from the bidder and consortium perspective (EU and German).
  • A reliable network across ministries, public authorities, mid-sized and large companies.
  • Experience as member and committee chair in industry associations (including Bitkom, Initiative D21, GovTech Deutschland).
  • In-depth knowledge of current modernisation agendas and joint federal–state initiatives.
My network

Built personally over decades and not tied to any company. When I take on an engagement, I represent my client’s interests clearly and transparently.

Association work includes
  • Bitkom e.V.
  • eco – Verband der Internetwirtschaft e.V.
  • Initiative D21 e.V.
  • GovTech Deutschland e.V.
  • NEGZ
  • “Amtsfunk”
Contact

Let’s talk

Want to grow in the public sector or get started there? Write to me – I will get back to you shortly.

WellAdvised Uwe Sander Dipl.-Ing., Dipl.-Wirtsch.-Ing. · Owner uwe.sander@welladvised.eu LinkedIn profile Download contact details (vCard)

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