Not necessarily. What's key is to build relationships with the organizations that work most closely with the munis and local leaders. Often times the money comes from them (i.e NGOs, local companies, social ent orgs). In some cases software can be piloted at low or no cost with muni leaders and from there, government sees value and invests accordingly. Where will you be working? Of course every region and location is different but building relationships with organizations that work globally and know how to tap into the local groups is a great first step. Happy to chat further if I can be of help.