Government funding decisions—especially in defense and technology—are often seen as opaque or politically driven. Yet recent research reveals a replicable pattern of influence. This presentation is grounded in my qualitative doctoral study—the only PhD-level research to examine lobbying from the perspective of senior defense executives. Based on in-depth interviews with industry leaders, the study identified how timing, access, and message alignment consistently shape successful outcomes in the U.S. federal budget process. Building on that research, I wrote, “Government Deals are Funded, Not Sold,” a framework now used by companies navigating public-sector funding. Drawing from my advisory practice and research, the session explores real-world case examples that demonstrate how organizations influence funding and policy in the U.S. federal budget well before acquisition. Keys to successful congressional engagement center on executives’ awareness and communications in the most complex of decision arenas. This session will appeal to scholars, policy professionals, and practitioners interested in transparent models of influence that blend academic insight with practical strategy in dynamic government markets.

Authors:
Gene Moran, Florida State University, United States

About the Presenter(s)
Gene Moran, Founder and President, Capitol Integration. Adjunct Professor of Public Policy, Florida State University. Fellow, Polarity of Democracies Institute.

See this presentation on the full schedule – Sunday Schedule

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