The verdict in three sentences
The public sector — councils, agencies, ministries — holds the highest web budgets, but imposes tenders, 3-9 month cycles and 60-120 day payments. For a partner, a single institutional project at 5,000,000 FCFA minimum generates 400,000 FCFA in commission at 8%, the equivalent of several brochure-site sales. The key: aim for few deals, but very large ones, leaning on a network of IT directors and secretaries-general.
SME vs public sector: two worlds for the partner
Selling to an SME and selling to a government body require neither the same cycle, nor the same ticket, nor the same patience. The partner must pick a field based on cash flow and network.
| Criterion | SME sale (brochure) | Public sector (institutional) |
|---|---|---|
| Average ticket | 250,000 - 1,200,000 FCFA | 5,000,000 FCFA and up |
| Partner commission | 15% + 5% recurring | 8% |
| Commission in FCFA | 37,500 - 180,000 FCFA | 400,000 FCFA and up |
| Sales cycle | 1 to 4 weeks | 3 to 9 months |
| Process | Direct quote | Tender + specifications |
| Payment terms | Immediate deposit | 60 to 120 days |
| Decision-maker | Owner | IT director, SG, comms director |
The public sector pays late and slowly, but the unit amount changes everything: one referred institutional project can be worth 10 brochure-site sales in commission.
The path of an institutional tender
Understanding the administrative tempo avoids nasty surprises. Here is a 2026 order-of-magnitude of the steps between first contact and collecting the commission.
| Stage | Estimated duration | Partner's role |
|---|---|---|
| Need identification | Week 0 | Spot the project via IT/SG network |
| Introduction to Kolonell | Week 1 | Present Kolonell to the decision-maker |
| Specifications / tender | 3 to 8 weeks | Follow up, facilitate |
| Submission and selection | 2 to 6 weeks | Support the response |
| Contracting | 2 to 4 weeks | Purchase order signed |
| Project delivery | 2 to 5 months | Client-side point of contact |
| Payment + 8% commission | 60-120 days after delivery | Commission collected |
Patience pays: on an 8,000,000 FCFA project, your 8% commission reaches 640,000 FCFA.
Mini case study
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Kofi, a partner in Accra, knows the secretary-general of a district assembly. He introduces the body to Kolonell for an institutional citizen portal budgeted at 7,000,000 FCFA. The cycle runs 6 months (tender included) and payment arrives 90 days after delivery. His commission: 8% x 7,000,000 = 560,000 FCFA. While waiting, he keeps placing short-cycle SME brochure sites for cash flow. One public deal earns him more than 15 starter brochure sites.
FAQ
Is the public sector accessible to an independent partner? Yes, if you have a network of decision-makers (IT directors, secretaries-general, comms directors). Your value is the introduction and facilitation; Kolonell handles the technical tender response.
How long before I collect the commission? Expect a 3-9 month sales cycle, plus 60-120 days of public payment terms after delivery. It's long, but the 8% commission on a 5,000,000 FCFA minimum reaches 400,000 FCFA.
Why is the institutional commission only 8%? Because tickets are very high: 8% of 5,000,000 FCFA = 400,000 FCFA, far more than a 15% on a brochure site. The rate is lower, the absolute amount much higher.
Do I need a legal entity to sell to the public sector? Strongly recommended: a limited company reassures public buyers and enables compliant invoicing. Many tenders require a registered supplier (business register, tax ID).
How do I handle the 60-120 day payment delay? Diversify: collect recurring commissions and short-cycle brochure sales in parallel to smooth cash flow while the public deal matures.
Become a Kolonell referral partner
The Kolonell referral program rewards every pillar: 15% + 5% recurring on brochure sites, 12% on e-commerce, 10% on marketplaces and 8% on institutional (minimum ticket 5,000,000 FCFA). A single referred public project can be worth 400,000 to 640,000 FCFA in commission.
Let's talk about your project. If you know public decision-makers, turn that network into five-figure commissions with Kolonell. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
