Description
Book SynopsisAs 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 companiesif 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 w
Table of Contents
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
