1st Edition

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

By Gene Moran Copyright 2024
    164 Pages 13 B/W Illustrations
    by Productivity Press

    164 Pages 13 B/W Illustrations
    by Productivity Press

    164 Pages 13 B/W Illustrations
    by Productivity Press

    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!

    Table of Contents


    About the Author


    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



    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.