1st Edition
Government Deals are Funded, Not Sold How to Incorporate Lobbying into Your Federal Sales Strategy
Table of Contents
About the Author
Introduction
Chapter 1: Why the Federal Sale is More About Funding than Selling
Chapter 2: Lobbying
Chapter 3: You Don’t Know What You Don’t Know
Chapter 4: Outcomes
Chapter 5: Investment
Chapter 6: Experience or Expertise—Time vs. Competence
Chapter 7: Lobbying Compliance
Chapter 8: Size and Type of Business
Chapter 9: The Polarities of Democracy—Applying a Theoretical Lens
Chapter 10: Integrating Lobbying into Your Plan
Chapter 11: Case Studies
Epilogue: Business Tips for Any Executive
Biography
Gene Moran is the President of Capitol Integration. He is a strategic advisor to defense and security companies who are selling to the federal government. His strategic influence has resulted in billions of dollars in federal sales for his clients.
His firm, Capitol Integration, is recognized by Bloomberg Government as a Top-Performing Lobbying Firm, and by the National Institute for Lobbying & Ethics where he is designated a "Top Lobbyist." Gene is a Million Dollar Consulting Hall of Fame ® inductee and a recipient of the Corrie Shanahan Memorial Award for Advancing Consulting.
Synthesizing his unique experience spanning decades, Gene guides companies through the arcane ways of Washington, DC, integrating his groundbreaking academic research of defense lobbying, deep military experience commanding US Navy ships and advising senior leaders, as well as leadership in corporate government relations. Gene understands and uses influence to educate and inform others while shaping great outcomes.
