Government Deals are Funded, Not Sold: How to Incorporate Lobbying into Your Federal Sales Strategy

The best-performing federal contractors all lobby Congress, but the majority of companies eschew the opportunity to do so. Defense represents the most significant portion of the federal budget, and a case study of the industry can help companies understand what contributes to a concentration of winners. The inability or unwillingness to integrate lobbying into a sales strategy stems from hubris, ignorance, and lack of imagination. This book focuses on those who do not lobby, revealing that the real challenge to more democratized access to Congress is within our reach.

Format: Unspecified
Length: 146 pages
Publication date: 28 November 2023
Publisher: Taylor & Francis Ltd

The best-performing federal contractors all lobby Congress, as identified by Bloomberg Government. This is not surprising, as the common perception of Washington, DC, as an insider's game persists, and it makes sense that the winners would lobby. However, focusing only on the best-performing contractors limits the view of what unfolds through congressional lobbying or, more importantly, could unfold for even more companies if they only recognized that they also have access to Congress.

The tools of congressional influence are available to every company, yet the overwhelming majority of federal contractors eschew the opportunity to lobby Congress. Sadly, this is not just due to companies not knowing how, but also due to them not knowing why lobbying Congress can be helpful.

Defense represents the most significant portion of the federal budget annually reviewed and approved by Congress. As such, it is a valuable case study to understand what may contribute to a concentration of winners that garner federal contracts. Any company can learn by understanding more about lobbying in the defense industry.

The inability or unwillingness to integrate lobbying into a sales strategy stems from hubris, ignorance, and lack of imagination. Thinking, "I've got this," and relying on their wits and narrow networks, too many defense executives struggle to gain real traction and consistently win large contracts. The result? The biggest winners aggregate at the top of the defense industrial base pyramid while the hundreds of thousands of others are left to wonder what just happened and why it's so hard.

This book focuses on those who do not lobby. It is easy to conclude that the system is unfair, unlikely to change, and populated by well-connected insiders who move through the revolving door. Digging deeper reveals that there are opportunities for companies to gain traction and win large contracts, but they require a different approach.

One of the key challenges facing federal contractors is the perception that they are too small to make a difference. This is often due to the fact that they are not part of the defense industry's "big leagues," such as Lockheed Martin, Boeing, and Northrop Grumman. However, this perception is false. Every company has the potential to influence Congress and gain access to federal contracts.

To do this, companies need to develop a comprehensive lobbying strategy that includes targeted outreach to key lawmakers and their staff. This strategy should include a clear message that highlights the company's capabilities and the value that it can bring to the government. It should also include a plan for building relationships with lawmakers and their staff, as well as with other stakeholders in the defense industry.

In addition to developing a lobbying strategy, companies need to invest in building their brand and reputation in the defense industry. This can be done by attending industry events, participating in public forums, and engaging with the media. By building a strong brand and reputation, companies can increase their visibility and credibility in the eyes of lawmakers and their staff.

Another challenge facing federal contractors is the lack of resources and expertise to effectively lobby Congress. This is often due to the fact that many companies do not have dedicated lobbying teams or the necessary resources to invest in lobbying efforts. However, there are resources available to help companies develop and execute their lobbying strategies, such as government relations firms, trade associations, and advocacy groups.

In conclusion, the best-performing federal contractors all lobby Congress, and this is not surprising given the common perception of Washington, DC, as an insider's game. However, focusing only on the best-performing contractors limits the view of what unfolds through congressional lobbying or, more importantly, could unfold for even more companies if they only recognized that they also have access to Congress. The tools of congressional influence are available to every company, yet the overwhelming majority of federal contractors eschew the opportunity to lobby Congress. By developing a comprehensive lobbying strategy, investing in building their brand and reputation, and leveraging available resources, companies can gain traction and win large contracts in the defense industry.

Weight: 254g
Dimension: 151 x 228 x 12 (mm)
ISBN-13: 9781032594811