Policy to Pipeline, LLC
We Turn Government Into Revenue
Policy → Funding → Contracts
We position you before the procurement begins—you win while others chase.
Cindy was a pleasure to work with. She was deeply attuned to the local landscape and understood how to navigate the political and community dynamics that ultimately determine success. Her ability to navigate the process was critical in procuring the contract.
– Ken Adami, Vice President of Government Relations, Xerox Corporation
Cindy’s leadership was instrumental in passing Amendment X. Her ability to navigate both the policy and political landscape ensured that Amendment X not only made it to the ballot but passed by a super majority—protecting Colorado’s hemp farmers and ensuring they remain competitive as federal policy evolves.
– Vicki Marble, Former Colorado State Senator & Caucus Chair
Most organizations use government relations to defend their territory.
We use it to open new markets and drive new business to revenue realization.
About Us
We are a business advisory firm serving growth-stage and enterprise companies, nonprofits, and research institutions seeking to grow public-sector markets.
We identify where the government market is moving before the RFP tells everyone else. We determine who is buying what our clients sell today, where policy and funding are creating new demand, which agencies and markets warrant investment, and where to begin establishing relationships.
From there, we position our clients with the right agency decision-makers around emerging needs—connecting capabilities to government priorities and advancing opportunities upstream, before requirements are fixed and procurements reach the market.
We do not chase RFPs. We turn emerging government priorities into pipeline.
THE PROBLEM
Most organizations lose Federal & SLED RFPs for one reason.
They show up too late.
By the time an RFP is released, the outcome is already shaped:
- The requirements are written.
- The budget is allocated.
- The relationships are in place.
If you’re not at the table when the policy mandate and funding are being set, you’re waiting from the outside to compete in your someone else’s design.
THE SHIFT
Policy to Pipeline flips the model. We build the pipeline before the procurment.
We don’t chase RFPs.
We create them.
Policy → Funding → Contracts → Revenue
We position your solution where decisions are made:
- When policy is written
- When funding is allocated
- Before procurement begins
HOW WE EXECUTE
We operate as your embedded Government Affairs and Public Sector Growth engine.
1. Market Creation
Open new state and local markets by aligning your solution to policy and funding priorities.
2. Deal Positioning
Insert your solution into active policy, budget, and agency conversations before procurement.
3. Revenue Acceleration
Drive qualified opportunities from first conversation through signed contract.
We work upstream to shape funding priorities, align with policy, and position organizations early—before the opportunity or grant exists.
THE MARKETS WE SERVE
Start-Ups
Enterprise (SLED)
Nonprofits
Research Institutions
How We Work
At Policy to Pipeline, we work upstream to shape funding priorities, align with policy, and position organizations early—before the opportunity or grant even exists—turning government into a revenue engine by building deals instead of chasing them.
Step 1: Identify Target Markets
We map where your solution aligns with active policy and funding.
Step 2: Align Policy + Funding
We engage legislators, agencies, and budget owners to shape the opportunity.
Step 3: Position Inside the Deal
We ensure your solution is aligned before the RFP is released.
We convert policy into funding, funding into contracts, and contracts into revenue.
What We Offer
We serve as your advisors or your fractional Head of Government Affairs and Public Sector Growth — senior-level strategy a without the overhead of a FTE. Aligned to outcomes, not activity.
Core Capabilities:
- Shape funding priorities & program design around your offerings
- Meet with decision-makers before procurement or grants open
- Position you inside opportunities before they take shape
- Public sector contracting vehicle & procurement strategy and partnerships
- Work top-down through legislators, budget & agency leaders
- Ballot Issue and campaign management for new market entry
- Drive deals and funding from first meeting through award
Working With Us
MONTHLY RETAINER
Full-scale territory execution
across your target markets though
continuous strategy, stakeholder,
and deal positioning through close.
SUCCESS FEE
Performance-based fee tied directly to realized revenue (not legislative outcomes). We win when you win — fully aligned to revenue outcomes.
NATIONWIDE NETWORK
State and local level political operatives with Executive Branch, Legislative, and Agency relationships in key markets
YOUR ADVISORS
Cindy Sovine, MBA
CO-FOUNDER & PRINCIPAL — POLICY TO PIPELINE, LLC
linkedin.com/in/cindysovine
Cindy launched Policy to Pipeline, LLC—to help CEOs and revenue leaders open new markets and turn government into a revenue driving engine—not by chasing RFPs, but by building and shaping deals before they exist.
Cindy brings the strategic pursuit and revenue side—over 20 years of experience opening new markets and converting ideas into public policy, policy mandates into funding, and funding into contracts across AI/data, telecom, energy, healthcare, and other regulated industries.
Tony Zagotta
CO-FOUNDER & PRINCIPAL — POLICY TO PIPELINE, LLC
linkedin.com/in/tony-zagotta
Tony is a government affairs and issue advocacy executive and CEO of Forza Strategic Partners, with a nationwide political advocacy network and a proven track record of shaping SLED deals at the source.
Tony brings the political muscle across the country, making our success in opening new markets scalable nationwide.
Tom Benway
TECHNICAL CONSULTANT — POLICY TO PIPELINE, LLC
linkedin.com/in/tomwc4
Tom has more than 20 years of digital marketing experience across multiple markets and industries and manages multiple SAAS and consulting businesses. His focus is on human-centered design that connects.
Tom brings this skillset to help grow awareness – improving our success reach using clean website designs and clear messaging for campaigns.
READY TO GET STARTED?
Begin a Project Today
“You hire an attorney to draw within the lines.
You hire us to re-draw the lines to work for you.
Past Client Use Cases
1. Local Government Expansion – Automated Traffic Enforcement (Photo Radar)
Public Safety & Smart Infrastructure | Large Municipal Procurement
Challenge
A major municipality faced political resistance and public scrutiny while attempting to expand automated traffic enforcement.
Approach
Reframed photo radar as a public safety initiative and aligned policy, stakeholders, and procurement strategy before the RFP was issued. Built a coalition of traffic safety advocates, mothers’ groups, and disability organizations, while engaging city leadership and law enforcement to position the program around safety, efficiency, and revenue.
Outcome
Supported successful procurement of a large-scale photo radar contract. Enabled deployment in a complex municipal environment and established a repeatable model for expansion.
Proof
“Cindy was deeply attuned to the local landscape and her ability to build coalitions was critical in helping us successfully procure the contract.”
— Ken Adami, VP Government Relation, Xerox Corporation
Takeaway
Government isn’t a sales channel—it’s a system. Winning requires operating inside it.Public Safety & Smart Infrastructure | Large Municipal Procurement
2. Statewide Ballot Measure – Colorado Amendment X – Market Protection
Statewide Ballot Measure | Policy → Market Protection
Challenge
Federal uncertainty around THC thresholds threatened Colorado’s hemp industry and its competitive position.
Approach
Partnered with Vicki Marble to advance Amendment X, structuring policy to automatically align with future federal changes. Built a bipartisan coalition across farmers, producers, and industry stakeholders and translated a complex regulatory issue into a clear economic message for voters.
Outcome
Amendment X passed, protecting Colorado’s hemp market from federal disruption and preserving long-term competitiveness.
Proof
“Cindy’s leadership was instrumental in aligning diverse stakeholders and ensuring Amendment X not only made it to the ballot but passed—protecting Colorado’s hemp industry.”
— Vicki Marble, Former State Senator (Pending Approval)
Takeaway
When policy creates risk, proactive action protects markets—and creates long-term advantage.
3. Multi-State Broadband Infrastructure Expansion
Multi-State | Infrastructure Funding
Challenge
A broadband provider needed to expand into underserved markets but lacked access to funding and early positioning.
Approach
Aligned broadband deployment with state and federal funding priorities, including economic development, healthcare, and education. Engaged policymakers and funding authorities before grant cycles opened.
Outcome
Secured $180M+ in infrastructure funding across multiple states and accelerated market expansion.
Takeaway
Funding is the market—align to it early or compete for what’s left.
