While the US government tries to combat federal debt, manage inflation, and reach consensus on myriad issues, many business owners and executives will be concerned about the economic fallout.

One potential bright spot, for those that have a product that could be marketed to the Departments of Defense or Homeland Security, is the recent approval of the 2022 annual defense policy bill. Passed for the 61 st consecutive year, this bill sanctions programs and authorizes spending guidelines for the US armed forces. 

This year's National Defense Authorization Act ( NDAA ) approves top line funding of $768 billion for defense and national security. $740 billion has been designated for the Department of Defense — which exceeded President Biden's request by $25 billion. While the accompanying appropriations bill remains delayed, the funding authorization confirms that despite unpredictability in other areas, the government remains open for business. In fact, DoD contracts more than $10 billion per week even during a continuing resolution. There is a clear opportunity for companies to benefit from federal contracts.

The federal government can be a lucrative and long-term customer. However federal procurement processes are far from straightforward; it is, therefore, important to get professional help. Everything from how an offer is presented, to the timing of federal procurement cycles, is key. Aligning to a complex process requires expertise.

The Value of Lobbying 

It is generally understood that ‘lobbying firms’ are effective in achieving desirable results for their clients, especially at a time of increased government spending. Lawful and ethical lobbying represents a compelling opportunity for businesses to influence a policy towards outcomes that are more favorable for them. There is a strong positive correlation between firms that lobby, and the most profitable companies. To benefit from this, firms should view lobbying as just another professional service, similar to accounting, legal, marketing or sales.

Strategas, an investment-research firm, recently published an overwhelmingly positive study comparing the financial performance of the Top 50 firms for expenditure on lobbying relative to business assets, against that of the stock market’s S&P 500. It concluded that expenditure on lobbying was a "spectacular investment" that was able to yield "blistering returns” tantamount to the profits a prestigious hedge fund could return.

Furthermore, University of Kansas professor, Raquel Meyer Alexander, notably weighed in on the subject to postulate that lobbying represented a substantial return on investment for businesses. 

Well-known defense lobbyist, Gene Moran, advises that “Despite changes at the political environment, the U.S. federal government continues to be a dream customer for many businesses, and continues to spend at record levels and pace. When you’re pitching your defense product or service solutions, you have more success when you think as your federal customer does – you need a plan.”

When Do You Need a Lobbyist?

Professional government relations experts or lobbyists are used by even the most seasoned leaders in the private sector to help them get results. Every company in Bloomberg Government’s Top 200 Federal Industry Leaders deploy lobbyists for federal support.

When New Government Policy Negatively Impacts Your Business

Clashes and conflicts within policies can occur when various sectors of government are out of touch with certain issues or legislative processes. This can result in several obstructions and delays for a business that can provide the necessary service or product to a government department. Lobbyists are experienced enough to step in and introduce the right hand to the left hand of government. They provide perspectives on key issues, can anticipate politics, and suggest the right legislative language, and have the experience to keep the process balanced and help change policy in your favor. Through this process both the government and your business are winners.

When You Need Advice on The Way to Move Forward

For anyone hoping to do business with the federal government, a lobbyist can help businesses to get heard. Their work might mostly be behind the scenes, but they can advise you on how to take your business and its services forward while remaining compliant. Credible information in the form of consistent messaging and educational materials often carries the day. Lobbyists can also offer invaluable advice on how to access available federal funding that may prove invaluable to helping grow your business.  

Making the Right Choice of Lobbyist

With decades of experience, Gene Moran offers a unique perspective that simplifies the complexities of marketing your business to the federal government. As a former captain in the U.S. Navy, Congressional liaison, corporate lobbyist, and entrepreneur, Gene speaks the language of the government customer. He was named a Top Lobbyist in 2020 by the National Institute for Lobbying & Ethics, and his firm Capitol Integration was identified as a Top Performing Lobbying Firm by Bloomberg Government. This places Moran among a very small elite of solo practitioners to ever achieve such recognition. Moran has been named Consultant of the Year by the Society for Advancing Consulting and is a member of the Million Dollar Consulting Hall of Fame ®.

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