Twenty-five minutes, no pitch. We walk the ten accounts on your list, hear how you sell today, and look at where an outbound channel sits for a company that sells to courts and local government.
For Kevin Brooks and Paul McManus · Tuesday, November 3, 2026 · Working session
What you sell, in your words
“We sell AI software and hardware to Courts, cities, counties and government”
Kevin, when he booked this call.
The biggest thing holding back growth
“Sales”
One word, and the reason today is about one thing.
How you describe the work
“Modernizing the Citizen Experience in Courts and Local Government”
Self-service kiosks in the building and a web agent online, built to reduce staff workload.
Our read, to check with you. A focused team sells a specialist product to a named set of public agencies, and each deal runs through a long public buying process. Where is that wrong?
| # | Agency | Person who signs off | Title | |
|---|---|---|---|---|
| 1 | Town of Clinton | Michelle Benivegna | Town Manager | On your page |
| 2 | Town of Watertown | Mark A. Raimo | Town Manager | On your page |
| 3 | Town of Windsor | Peter Souza | Town Manager | On your page |
| 4 | Town of Manchester | Steve Stephanou | Town Manager | On your page |
| 5 | Town of Berlin | Ryan Curley | Town Manager | On your page |
| 6 | Town of Plainville | Michael T. Paulhus | Town Manager | Open today |
| 7 | Town of Southington | Alex Ricciardone | Town Manager | Open today |
| 8 | City of New Haven | Justin McCarthy | Chief Administrative Officer | Open today |
| 9 | Town of Trumbull | Cindy Katske | Chief Administrative Officer | Open today |
| 10 | Town of Greenwich | Tom Klein | Chief Information Officer | Open today |
Connecticut has no county government, and its courts run as one state branch. So the local signer for a public service counter sits at the town or city hall.
The town manager, the town clerk, IT, or the court? In towns led by a first selectman, like Trumbull and Greenwich, the answer moves again. Your answer decides who goes on the real list.
You keep the full list. It comes to you from Ben after this call, with the contact details we hold for each person. Names and titles checked against public town, city and state pages, November 2026.
A court administrator, a clerk of court, county or town IT, a town manager? Who else sits on the decision?
Its size in dollars, and the months from a first conversation to a signed contract.
An RFP, a cooperative contract, a grant, or a partner's contract? How are most of your deals funded?
Conferences, partners, referrals between courts, your website. Roughly what share comes from each?
Who works new business today, and how much of the week goes to it?
How many deals closed last year, and how many would make next year a good one?
Also on our list today. Which states come first? Which agencies are customers or in a live bid, so they stay off any list? Have you tried outbound before, and what happened?
Our guess is that your new deals start at an event, through a partner or by referral, and the months in between go quiet. Is that true for you?
Built on whoever actually signs for you, agency by agency. Customers and live bids stay off it.
Messages go out from Kevin and Paul, in your voice, about the problem your buyers already have at the counter.
Each answer is read and goes to the right person, so a buyer who asks a question gets a real answer.
A buyer who says yes gets times to talk, and the meeting lands on Kevin's calendar.
It runs beside conferences and partners. A buyer who has already heard from you walks up to the booth warmer.
The signer list, the messages in your names, the sending setup and the reply routing, all built around who signs for you. You approve the words before anything goes out.
We run it live with your team for four months. You see it working in front of you, and it changes as the replies come in.
Then you own it. The list, the system and the playbook stay with you. If you want us to keep running it after that, that is your choice.
You have one point of contact the whole way through, and everything we build is yours at the end.
interested replies in one week, on our own outbound.
sales calls booked that same week, on our own outbound.
Outreach for BOY Machines, sent in each field rep's own name. Before that, growth came from trade shows and the quote book.
Outreach for RW Martin, sent in its own team's names. Before that, two salespeople were prospecting by hand.
Outreach to hospital procurement and clinical engineering buyers for Innovative Radiology. Tim Rath talks about it on your page.
We have achieved 88 interested replies and 30 sales calls booked on our own outbound in the week of October 12 to 18, 2026. These are our own results. Your numbers depend on your market and your offer. Sources: interested replies to our own outbound, one per person, October 12 to 18, 2026; ECG booking table, October 12 to 18, 2026.
Agree who signs and which states come first. Build the signer list and the first messages in your names. You approve every word.
Which states and agency types come first?
Outreach goes live in your names. Replies are read and routed, and a buyer who says yes gets times on Kevin's calendar.
Who sends, Kevin, Paul, or both?
We read what the buyers said, keep what works, change what does not, and widen to the next states on your list.
What counts as a good first meeting for you?
A shape to test with you, not a schedule. Dates come on the next call, once we know who signs and how agencies buy from you.
After today, the full list of ten comes to you from Ben, with a short recap. We book the next call before we hang up.