I can give you some tips for colleges and universities. Some of it varies based on what you're trying to sell. 1. Go to the dean or department head. If it's ad

I can give you some tips for colleges and universities. Some of it varies based on what you're trying to sell. 1. Go to the dean or department head. If it's administrative software, go to the dean of admissions or matriculation. 2. Often times, approval hoops will vary based on the price of what you're selling. Smaller accounts can be approved at the college/department level. Larger stuff may have to be approved by the board. Even larger items may have to go all the way to the district (even if its a 1-school district). 3. Get ready for a painfully slow sales cycle. You're essentially working with a government entity. The person who actually wants your goods has to submit a purchase request to their higher ups. If approved, that gets turned into a purchase order (PO) by accounting. You often have to treat the PO like cash as many colleges aren't going to even look at your invoice until your product is delivered and installed. There's probably a 20% chance that someone along the way will be on vacation or off for the quarter ... a document always sits on someone's desk for a week waiting for a signature. Here's some bonus, inside baseball tips ... free to you! 4. Go after community colleges. There are over 100 of them in California alone. Granted, CA's economy sucks right now, but they still buy stuff. 5. If you do your research, you can find the schools that received various state and federal grants. Some of these grants are HUGE ... as in "how do we spend all this money?" huge. If you've got something that could remotely help them meet their grant goals, go after them. Usually the college will setup small departments just for the grant and you can call and ask for them. 6. Hit up people (especially the grant people) in early June. Most schools end their fiscal year on June 30. You have to understand, if they have surplus cash in a budget somewhere, they want to spend it. When we did edu software, we literally had schools call us on June 20 and say "We want your $8K product be we need it approved and delivered by the end of the month. Can you do it?" Hope that helps