How to Partner with Local Government

Most companies stumble before they even start when trying to partner with local government. I’ve spent my career brokering innovative public-private partnerships that benefit consumers and companies — ensuring technology serves people, not just the businesses producing it.

As Chief Innovation Officer of San Jose, I orchestrated a $500M investment in 5G deployment from multiple large telecom firms across the city, and worked with the City Council to commit $24M to a citywide Digital Inclusion Fund, closing the digital divide for 1M+ residents. I also brokered dozens of city innovation pilots with companies ranging from autonomous vehicle and robot delivery startups to established names like Meta and Airbnb.

Here are my top tips for making a public-private partnership actually work:

Build the right team first. Successful partnerships are built by many — city staff, council champions, community advocates, and company partners. Surround yourself with people who understand both sides of the table.

Align incentives on both sides. Are you looking for a fast process? Is the city looking for a larger investment to justify prioritizing your project? Know what each side needs before you sit down.

Identify the real blockers. What needs to be true for city leadership to get behind your efforts? Work backward from there.

Negotiate on mutual value. The best deals leave everyone feeling like they won something.

Get ahead of the press. It’s better to own the narrative than to be outed mid-negotiation.

Bring the public along early. Traditional public hearings are just one tool — think creatively about how to engage the local community in ways that build genuine enthusiasm and support.

Cultivate engaged advocates. Know who’s in your corner, and make sure you understand the positions of those who aren’t.

Manage all the political players. The City Council isn’t your only stakeholder. Agency staff can make or break a project — treat them accordingly.

Be honest about where you are on the innovation curve. Pilots require special procurement exemptions. Seek out cities with established innovation programs — it will save you significant time and money.

Understand procurement upfront. Are there insurance requirements that seem excessive? Work with agency staff early to carve out the right exemptions before you’re deep in the process.

Seek out the right expertise. Local lobbying firms can help, but former city employees who now run consulting firms are often even more valuable for navigating the nuances.

Where things go wrong:

Wasting city time without clear project timelines or honest communication about staff impact. Relying solely on lobbyists instead of building direct, good-faith relationships with staff and elected officials. Pushing tech that’s too early or too narrowly conceived to genuinely benefit the city. Blaming or shaming local officials when things get hard. And underestimating how thick a skin you’ll need for the public debate.