I'm an investor in https://permits.com/ which is that exact space but potentially different business model.
Regardless, it's hard to make inroads into any government space if you don't already have experience in it. It's not nepotism or "backroom deals" but more just jargon, processes, understanding the buyer, etc, etc.. aka not unique to government at all.
When you're first trying to enter any space, coming into sell is the hardest approach. You're viewed with suspicion. It's 100x easier (still not easy) if you're already a participant in some way.
Regardless, it's hard to make inroads into any government space if you don't already have experience in it. It's not nepotism or "backroom deals" but more just jargon, processes, understanding the buyer, etc, etc.. aka not unique to government at all.
When you're first trying to enter any space, coming into sell is the hardest approach. You're viewed with suspicion. It's 100x easier (still not easy) if you're already a participant in some way.