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Trust Before Technology: Closing a Major Government IT Contract in the Middle East

Brief  ·  7 min read

Trust Before Technology: Closing a Major Government IT Contract in the Middle East

In government IT procurement in the Gulf, the technical case is necessary but not sufficient. Here's what the negotiation that preceded a significant managed services contract actually required.

12 May 2025 Strategy Enterprise
What Happens When Your Vendor Has Skin in the Game: EA in São Paulo

Brief  ·  9 min read

What Happens When Your Vendor Has Skin in the Game: EA in São Paulo

A profit-sharing arrangement with a Brazilian conglomerate changed how every architecture decision got made. Here's what building an EA practice looks like when the incentives are aligned.

5 May 2025 Architecture Strategy