Government Deals are Funded, Not Sold: How to Incorporate Lobbying into Your Federal Sales Strategy
Autor Gene Moranen Limba Engleză Paperback – 28 noi 2023
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!
Toate formatele și edițiile | Preț | Express |
---|---|---|
Paperback (1) | 223.87 lei 43-57 zile | |
Taylor & Francis – 28 noi 2023 | 223.87 lei 43-57 zile | |
Hardback (1) | 638.45 lei 43-57 zile | |
Taylor & Francis – 28 noi 2023 | 638.45 lei 43-57 zile |
Preț: 223.87 lei
Nou
Puncte Express: 336
Preț estimativ în valută:
42.84€ • 44.46$ • 35.81£
42.84€ • 44.46$ • 35.81£
Carte tipărită la comandă
Livrare economică 17-31 martie
Preluare comenzi: 021 569.72.76
Specificații
ISBN-13: 9781032594811
ISBN-10: 1032594810
Pagini: 164
Ilustrații: 13 Line drawings, black and white; 13 Illustrations, black and white
Dimensiuni: 152 x 229 x 12 mm
Greutate: 0.51 kg
Ediția:1
Editura: Taylor & Francis
Colecția Productivity Press
Locul publicării:Oxford, United Kingdom
ISBN-10: 1032594810
Pagini: 164
Ilustrații: 13 Line drawings, black and white; 13 Illustrations, black and white
Dimensiuni: 152 x 229 x 12 mm
Greutate: 0.51 kg
Ediția:1
Editura: Taylor & Francis
Colecția Productivity Press
Locul publicării:Oxford, United Kingdom
Public țintă
ProfessionalNotă biografică
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.
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.
Cuprins
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
Descriere
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.