{"id":6730,"date":"2025-10-15T12:40:21","date_gmt":"2025-10-15T10:40:21","guid":{"rendered":"https:\/\/hermix.com\/?p=6730"},"modified":"2025-10-15T12:40:21","modified_gmt":"2025-10-15T10:40:21","slug":"comprender-el-modelo-de-negocio-b2b2g-como-vender-al-gobierno-a-traves-de-socios-comerciales-y-el-modelo-de-negocio-b2b2g","status":"publish","type":"post","link":"https:\/\/hermix.com\/es\/understanding-b2b2g-how-to-sell-to-government-through-business-partners-business-to-business-to-government-business-model\/","title":{"rendered":"Comprender el B2B2G: C\u00f3mo vender al gobierno a trav\u00e9s de socios comerciales"},"content":{"rendered":"<figure class=\"wp-block-post-featured-image\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1200\" height=\"628\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1.jpg\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"Entendiendo B2B2G: C\u00f3mo vender al gobierno a trav\u00e9s de socios comerciales\" style=\"object-fit:cover;\" srcset=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1.jpg 1200w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-300x157.jpg 300w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-1024x536.jpg 1024w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-768x402.jpg 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n\n<p class=\"wp-block-paragraph\">Cuando las personas que trabajan en el sector B2G y B2B piensan en vender al gobierno, normalmente creen que significa participar directamente en licitaciones del sector p\u00fablico.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Pero existe otro camino que a veces tiene m\u00e1s sentido: B2B2G.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>\u00bfQu\u00e9 es B2B2G?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">B2B2G significa Business-to-Business-to-Government (de empresa a empresa a gobierno). En lugar de vender directamente a las autoridades p\u00fablicas, se vende a otra empresa que act\u00faa como contratista principal en proyectos gubernamentales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La estructura se ve as\u00ed: Usted (el proveedor) le vende a la Empresa B (el integrador o contratista principal), quien luego entrega al Gobierno.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Esto no es subcontrataci\u00f3n en el sentido tradicional. Se trata de establecer una relaci\u00f3n estrat\u00e9gica con empresas que ya cuentan con acceso al gobierno, certificaciones y contratos.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">De hecho, por ejemplo, un n\u00famero significativo de fabricantes de tecnolog\u00eda o proveedores de soluciones utilizan este modelo. La mayor\u00eda de los fabricantes no venden directamente a compradores finales del sector p\u00fablico ni participan en licitaciones p\u00fablicas.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las ventas B2B2G se diferencian de las ventas B2G directas en un aspecto fundamental: usted no gestiona la relaci\u00f3n con el gobierno. Su cliente es la empresa intermediaria. Esta se encarga del cumplimiento de las normativas de contrataci\u00f3n, la presentaci\u00f3n de informes gubernamentales y la gesti\u00f3n de contratos, mientras usted se centra en ofrecer su producto o servicio.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las empresas utilizan este modelo porque elimina barreras.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ustedes dividen el conocimiento y la experiencia:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>t\u00e9cnico \u2013 para el fabricante\/proveedor de la soluci\u00f3n<\/li>\n\n\n\n<li>Asuntos gubernamentales, ventas, gesti\u00f3n de proyectos \u2013 integrador<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Tambi\u00e9n se separan los riesgos tecnol\u00f3gicos de los riesgos del proyecto, del mercado y del cliente.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Evite el proceso de calificaci\u00f3n, no tenga que aprender normas de contrataci\u00f3n complejas y aproveche las relaciones gubernamentales existentes. El intermediario obtiene acceso a capacidades especializadas que no puede desarrollar internamente.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Escenarios comunes de B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Los proveedores de tecnolog\u00eda se asocian con integradores de sistemas para ofrecer soluciones de software. Una empresa de ciberseguridad podr\u00eda proporcionar herramientas a trav\u00e9s de Capgemini o Atos, que las integran en proyectos de transformaci\u00f3n digital m\u00e1s amplios para ministerios.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los proveedores de componentes y la mayor\u00eda de los fabricantes (por ejemplo, fabricantes de port\u00e1tiles, fabricantes de tel\u00e9fonos, etc.) colaboran con contratistas principales en proyectos de infraestructura. Si fabricas sensores especializados, los vendes a empresas constructoras que participan en licitaciones para ciudades inteligentes, en lugar de presentar tu propia oferta.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los proveedores de servicios especializados recurren a revendedores autorizados cuando el acceso al mercado es crucial. Las empresas de formaci\u00f3n suelen trabajar a trav\u00e9s de consultoras consolidadas que ya cuentan con acuerdos marco con las autoridades p\u00fablicas.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las relaciones de subcontrataci\u00f3n surgen de forma natural en los grandes proyectos gubernamentales. Cuando la Comisi\u00f3n Europea adjudica un contrato de modernizaci\u00f3n de TI de 50 millones de euros, el contratista principal necesita decenas de empresas especializadas para realizar todo, desde la migraci\u00f3n a la nube hasta la gesti\u00f3n del cambio.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los productos que requieren integraci\u00f3n o personalizaci\u00f3n se ajustan perfectamente al modelo B2B2G. Su plataforma de aprendizaje autom\u00e1tico puede ser excelente, pero los compradores gubernamentales buscan soluciones completas. Vender a integradores que puedan personalizar, implementar y brindar soporte a su tecnolog\u00eda garantiza que el acuerdo sea beneficioso para todos.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Cuando el B2B2G tiene sentido<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Su empresa carece de relaciones directas con el gobierno o de certificaciones. Incluirse en las listas de proveedores aprobados lleva meses o, en algunos casos, incluso a\u00f1os. Trabajar con contratistas establecidos le permite acceder al mercado de forma m\u00e1s r\u00e1pida y sencilla.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las peque\u00f1as empresas se enfrentan a obst\u00e1culos pr\u00e1cticos para licitar de forma independiente en grandes contratos. Una consultora de 20 personas no puede, en la pr\u00e1ctica, presentarse a una licitaci\u00f3n de 10 millones de euros. Sin embargo, esa misma consultora puede ejecutar un paquete de trabajo espec\u00edfico a trav\u00e9s de un contratista principal.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Entrar en nuevos mercados gubernamentales geogr\u00e1ficos a trav\u00e9s de B2B2G permite diversificar el riesgo. Si su empresa brit\u00e1nica busca contratos en B\u00e9lgica o Francia, asociarse con integradores locales que comprendan las normas de contrataci\u00f3n y hablen el idioma es una decisi\u00f3n acertada.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los productos que requieren experiencia en integraci\u00f3n se benefician de este enfoque. Usted cre\u00f3 una excelente herramienta de an\u00e1lisis de adquisiciones, pero los compradores gubernamentales necesitan a alguien que la implemente, capacite a los usuarios y le d\u00e9 mantenimiento. Los integradores de sistemas hacen esto a diario.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las complejas barreras regulatorias desaparecen cuando se trabaja con socios cualificados. Las autorizaciones de seguridad, las certificaciones espec\u00edficas del sector o los umbrales financieros que no se cumplen se convierten en problema de otra persona.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>La oportunidad de mercado B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">El sector p\u00fablico representa 541 TP3T del PIB en la Uni\u00f3n Europea. Solo la contrataci\u00f3n p\u00fablica supone 141 TP3T del PIB, lo que equivale a unos 2 billones de euros anuales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las grandes corporaciones y casi todos los grandes fabricantes (como Apple, Microsoft, Lenovo o Dell) ya trabajan de esta manera.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Capgemini, Atos, Indra y Accenture act\u00faan como contratistas principales en proyectos multimillonarios. Para su ejecuci\u00f3n, dependen de proveedores especializados y prestadores de servicios. Ah\u00ed es donde surgen las oportunidades B2B2G.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>C\u00f3mo encontrar socios B2B2G con Hermix<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Identificaci\u00f3n de contratistas principales<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Comience con un an\u00e1lisis del perfil del contratista. Hermix le muestra qu\u00e9 empresas ganan contratos gubernamentales en su sector, su historial de proyectos y el valor de sus contratos a lo largo del tiempo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Analizar los contratos gubernamentales adjudicados en el pasado permite comprender qui\u00e9n opera a gran escala. Un contratista con ingresos anuales del gobierno de 50 millones de euros tiene tanto la capacidad como la motivaci\u00f3n para trabajar con proveedores especializados.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los tipos de proyectos y los patrones de entrega revelan la compatibilidad. Si un integrador de sistemas gana sistem\u00e1ticamente proyectos de ciberseguridad pero no ofrece servicios de inteligencia sobre amenazas, es posible que necesite lo que usted proporciona.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La presencia geogr\u00e1fica indica acceso al mercado. Un contratista con contratos en B\u00e9lgica, los Pa\u00edses Bajos y Luxemburgo puede abrirle las puertas de esos mercados. Consulte sus perfiles de organismos gubernamentales para ver qu\u00e9 compradores gubernamentales conocen.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Inteligencia de asociaci\u00f3n<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix analiza las alianzas entre contratistas utilizando datos reales de contratos. Puedes ver qu\u00e9 empresas colaboran, con qu\u00e9 frecuencia y en qu\u00e9 tipos de proyectos.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los patrones de colaboraci\u00f3n revelan el inter\u00e9s por las alianzas. Algunos contratistas trabajan solos. Otros suelen formar consorcios e incorporar especialistas. Lo ideal es contar con socios de la segunda categor\u00eda.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">El valor y la frecuencia de las alianzas ayudan a evaluar las oportunidades. Una empresa que se asocia una vez al a\u00f1o en proyectos peque\u00f1os ofrece menos valor que una que forma tres consorcios importantes trimestralmente.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los diagramas de red que representan las relaciones muestran visualmente el ecosistema. Puedes explorar qui\u00e9n trabaja con qui\u00e9n, identificar a los actores clave que conectan m\u00faltiples redes y detectar \u00e1reas donde tus capacidades encajan.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Enfoque estrat\u00e9gico para art\u00edculos B2B2G con un tono conversacional y profesional.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Me va bien con los ejemplos concretos y la orientaci\u00f3n pr\u00e1ctica. Necesito seguir mostrando c\u00f3mo las funciones de Hermix abordan desaf\u00edos reales sin usar ninguna de las frases de marketing prohibidas. El tono es conversacional y profesional. Perm\u00edtanme continuar con la secci\u00f3n de Se\u00f1ales de Oportunidad de Mercado.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Se\u00f1ales de oportunidad de mercado<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">La adjudicaci\u00f3n de grandes contratos indica la necesidad de subcontratar. Cuando un contratista principal gana un contrato de servicios digitales de 40 millones de euros, necesitar\u00e1 especialistas. Esa es su oportunidad.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los patrones de formaci\u00f3n de consorcios revelan preferencias de colaboraci\u00f3n. Algunas licitaciones exigen expl\u00edcitamente la formaci\u00f3n de alianzas. Los avisos previos a la licitaci\u00f3n suelen indicar que se alienta la participaci\u00f3n de peque\u00f1as y medianas empresas, lo que sugiere que los contratistas principales buscar\u00e1n socios.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix realiza un seguimiento de los avisos previos a la licitaci\u00f3n, donde las autoridades anuncian sus intenciones antes del lanzamiento de las licitaciones formales. Esto le permite contactar con posibles contratistas principales antes de que comiencen a formar sus equipos.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">El calendario de renovaci\u00f3n de contratos muestra cu\u00e1ndo expiran los contratos importantes y cu\u00e1ndo es probable que se vuelvan a licitar. Si un integrador de sistemas est\u00e1 defendiendo la renovaci\u00f3n de un contrato importante, es posible que desee contar con socios m\u00e1s s\u00f3lidos para mejorar su propuesta t\u00e9cnica.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Utilizando Hermix para el \u00e9xito en B2B2G<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Monitorear las oportunidades adecuadas<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Configure alertas para la actividad de los contratistas principales en su sector. Realice un seguimiento de cu\u00e1ndo los principales integradores ganan nuevos contratos o participan en grandes licitaciones. Cada victoria representa una posible oportunidad de colaboraci\u00f3n o una se\u00f1al de que su socio actual est\u00e1 creciendo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si ya trabajas con socios, Hermix te ayuda a gestionar mejor esas relaciones. Puedes supervisar qu\u00e9 venden y a qu\u00e9 autoridades. Cuando un socio consigue un nuevo contrato, lo ves al instante. Esto te indica si est\u00e1n creciendo en \u00e1reas donde puedes apoyarlos o si se est\u00e1n expandiendo a mercados en los que no operas.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Comprender la actividad comercial de tus socios es fundamental para la planificaci\u00f3n. Si tu socio belga acaba de ganar tres contratos de ciberseguridad con ministerios federales, es posible que necesite m\u00e1s recursos de tu parte. Si est\u00e1 ganando proyectos que se salen de tu \u00e1mbito t\u00e9cnico, quiz\u00e1s te convenga ampliar tu oferta o buscar socios adicionales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix te permite supervisar los grandes contratos de tu sector mediante palabras clave, c\u00f3digos CPV, tipo de autoridad y umbrales de presupuesto. C\u00e9ntrate en proyectos de 5 millones de euros o m\u00e1s donde los contratistas principales necesiten asistencia especializada.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Tambi\u00e9n puedes invertir el modelo por completo. En lugar de buscar socios solo para ti, env\u00eda contactos cualificados a tus socios e integradores locales. Cuando detectes una licitaci\u00f3n en B\u00e9lgica que se ajuste a las capacidades de tu socio, av\u00edsale. Esto te convierte en una valiosa fuente de informaci\u00f3n para tus socios, fortaleciendo as\u00ed la relaci\u00f3n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Brindar informaci\u00f3n estrat\u00e9gica a tus socios beneficia a todos. Aunque operes en diez mercados europeos, trabajas con integradores locales en cada pa\u00eds. Cuando veas una licitaci\u00f3n relevante en su mercado, comparte la oportunidad con informaci\u00f3n sobre el historial del comprador, sus presupuestos y sus posibles competidores. Tu socio obtendr\u00e1 mejores oportunidades de venta y t\u00fa lograr\u00e1s un mejor flujo de proyectos.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Identifique oportunidades de integraci\u00f3n y colaboraci\u00f3n filtrando por consorcios. Si ve varias empresas ganadoras, significa que la licitaci\u00f3n implic\u00f3 alianzas. Analice estos patrones para comprender c\u00f3mo se forman las colaboraciones en su mercado y d\u00f3nde sus socios podr\u00edan necesitar apoyo en futuras licitaciones.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Selecci\u00f3n de socios potenciales<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Los perfiles de las autoridades muestran los integradores preferidos por compradores gubernamentales espec\u00edficos. Si desea trabajar con el Servicio P\u00fablico Federal belga en el \u00e1mbito de las TI, compruebe qu\u00e9 contratistas ganan sus licitaciones de forma sistem\u00e1tica.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">El inter\u00e9s de los contratistas por colaborar var\u00eda. Hermix muestra el porcentaje de proyectos en los que un contratista trabaj\u00f3 solo frente a los que trabaj\u00f3 en colaboraci\u00f3n. Un alto \u00edndice de colaboraci\u00f3n (superior a 40%) indica la existencia de socios potenciales prometedores.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Encontrar socios compatibles implica analizar sus tipos de proyectos, el valor de sus contratos y su enfoque geogr\u00e1fico. Un contratista que trabaja en proyectos de 2 millones de euros en Ruman\u00eda probablemente no sea el socio adecuado si su objetivo son contratos de 20 millones de euros en Francia.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">El an\u00e1lisis de la competencia te ayuda a definir tu estrategia. Descubre qui\u00e9n m\u00e1s ofrece servicios similares a tus socios potenciales. Si ya trabajan con tres proveedores de ciberseguridad, necesitas una propuesta de valor diferente a si no tienen ning\u00fan socio en tu sector.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Momento estrat\u00e9gico<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">El calendario de renovaci\u00f3n de contratos indica el momento oportuno para contactar con posibles socios. Seis meses antes de que expire un contrato importante, los contratistas principales comienzan a planificar su estrategia de defensa. Es entonces cuando est\u00e1n m\u00e1s abiertos a nuevas alianzas que fortalezcan su posici\u00f3n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los patrones de publicaci\u00f3n de licitaciones le ayudan a anticipar oportunidades. Si una autoridad publica licitaciones importantes en el cuarto trimestre de cada a\u00f1o, inicie conversaciones con socios potenciales en el segundo trimestre.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los ciclos de formaci\u00f3n de alianzas siguen los calendarios de licitaciones. Analice cu\u00e1ndo suelen formarse los consorcios en su mercado. En el caso de las licitaciones de las instituciones de la UE, las conversaciones sobre los consorcios suelen comenzar entre dos y tres meses antes de las fechas l\u00edmite de presentaci\u00f3n.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Medici\u00f3n del \u00e9xito en B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Realice un seguimiento de las mejoras en la eficiencia de la b\u00fasqueda de socios. Sin Hermix, encontrar socios potenciales cualificados requiere semanas de investigaci\u00f3n manual en m\u00faltiples fuentes. Con Hermix, puede identificar y cualificar entre 10 y 15 socios potenciales en pocas horas.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mida la reducci\u00f3n en el tiempo de investigaci\u00f3n de mercado. Nuestros clientes reportan una disminuci\u00f3n del 87% en el tiempo dedicado a actividades de investigaci\u00f3n de mercado al usar Hermix para la identificaci\u00f3n de socios B2B2G.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Contabilice el aumento en los contactos de socios potenciales cualificados. Un cliente pas\u00f3 de contactar con 3 o 4 socios potenciales por trimestre a contactar con 12 o 15, con mayor relevancia y mejor preparaci\u00f3n para cada conversaci\u00f3n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Calcula el tiempo que ahorrar\u00e1s en el an\u00e1lisis de oportunidades. En lugar de dedicar 2 o 3 d\u00edas a investigar los antecedentes y el historial de contratos gubernamentales de un socio potencial, Hermix te ofrece perfiles completos en cuesti\u00f3n de minutos.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Empezando<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Identifique posibles socios intermediarios en su sector utilizando los perfiles de contratistas de Hermix. Comience con las empresas que hayan obtenido contratos en las autoridades, mercados geogr\u00e1ficos y \u00e1mbitos de servicio a los que se dirige.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Configura un sistema de seguimiento para los contratos importantes y relevantes. Crea alertas para las licitaciones superiores a 3 millones de euros en tu sector. Cuando los contratistas principales ganen estos proyectos, tendr\u00e1s un motivo para contactarlos.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Analice los patrones de colaboraci\u00f3n en su mercado. Estudie qu\u00e9 contratistas colaboran con frecuencia, qu\u00e9 tipos de proyectos involucran consorcios y c\u00f3mo se suelen formar las alianzas.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Desarrolle su estrategia de contacto con socios. Utilice la informaci\u00f3n de Hermix para personalizar sus conversaciones. Mencione contratos espec\u00edficos que hayan ganado, proyectos en los que usted podr\u00eda aportar valor y organismos con los que ambos deseen colaborar.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">El modelo B2B2G elimina las barreras para las ventas gubernamentales, permiti\u00e9ndote concentrarte en lo que mejor sabes hacer. 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