The sticky truth about unannounced visits and sweet distractions

There’s a new trend in vendor outreach: dropping by unannounced with cupcakes, cookies, or other sugary surprises. The idea, presumably, is that a well-timed dessert softens the intrusion of an unexpected sales call. And to be fair—sometimes it does. No one wants to be rude to someone holding a box of pastries.

But here’s the truth from the other side of the desk: showing up unannounced is rarely welcome, no matter how nice the frosting is.

Local government IT teams are busy. Schedules are tight, resources are thin, and unscheduled interruptions—no matter how well-intentioned—can throw off an entire day. Even if the person accepts your gift and chats for five polite minutes, it doesn’t mean you've built a relationship. More often than not, it creates a sense of obligation, not genuine interest.

And yes, the desserts themselves have become a bit of a joke internally. One department joked recently that they could open a bakery with the number of leftover sweets by Friday. Some vendors bring beautifully crafted treats from boutique shops. Others… show up with whatever was in the discount bin at the grocery store that morning. Either way, a sugar rush isn’t a strategy.

The Better Approach? Respect, Relevance, and Relationships

If you want to make a lasting impression, start with permission. Reach out in advance. Offer something of value. Show that you understand the challenges and constraints of the public sector, and that your visit—virtual or in-person—will be worth their time.

Because at the end of the day, what government IT leaders remember isn’t the cookies. It’s whether you listened, understood their needs, and brought something relevant to the table.