Overview
As identified by Bloomberg Government, the best-performing federal contractors all lobby Congress. We might guess that intuitively. The common perception of Washington, DC, as an insider's game, persists, and it makes sense that the winners lobby. However, focusing only on 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, it’s not just that companies often don’t know how. It’s worse; they don’t know 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's 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’s almost too easy to conclude the system is unfair, unlikely to change, and populated by well-connected insiders who move through the revolving door. Digging a little deeper, this book reveals that the real challenge to more democratized access to Congress is within our reach—if we could only see it!
This book title, Government Deals are Funded, Not Sold (How to Incorporate Lobbying into Your Federal Sales Strategy), ISBN: 9781032594811, by Gene Moran, published by Taylor & Francis (November 28, 2023) is available in paperback. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.
Unlike Amazon and other retailers who may also offer Government Deals are Funded, Not Sold (How to Incorporate Lobbying into Your Federal Sales Strategy) books on their website, we specialize in large quantities and provide personal service, from trusted, experienced, friendly people in Portland, Oregon. We offer a Price Match Guarantee, and QuickQuote form, to make purchasing quick and easy.
Prefer to work with a human being when you order Government Deals are Funded, Not Sold (How to Incorporate Lobbying into Your Federal Sales Strategy) books in bulk? Our Book Specialists are standing by Monday-Friday 8-5 PST, ready to help!