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 a more complex and nuanced picture.

While some companies may not have the resources or expertise to lobby Congress effectively, others may choose not to do so for ethical or philosophical reasons. Some companies may believe that lobbying is unnecessary or that it is only beneficial to large corporations. Additionally, some companies may be hesitant to engage in lobbying due to concerns about negative publicity or the perception that it is not in line with their values.

Despite these challenges, there are still ways for companies to gain access to Congress and influence policy. Companies can participate in congressional hearings, submit testimony, and engage in grassroots advocacy campaigns. They can also work with advocacy groups or trade associations that have a stake in the policies being discussed in Congress.

In conclusion, while the best-performing federal contractors all lobby Congress, focusing only on this group limits the view of what unfolds through congressional lobbying. The tools of congressional influence are available to every company, but the overwhelming majority of federal contractors eschew the opportunity to lobby Congress. Digging deeper reveals a more complex and nuanced picture, with companies choosing not to lobby for ethical or philosophical reasons, concerns about negative publicity, or the perception that it is not in line with their values. However, there are still ways for companies to gain access to Congress and influence policy, such as participating in congressional hearings, submitting testimony, and engaging in grassroots advocacy campaigns.

Weight: 460g
Dimension: 229 x 152 (mm)
ISBN-13: 9781032594828