Understanding Procurement Lobbying: Strategies for Success from a Government Procurement Consulting Firm

While lobbying during the government procurement process can be essential for securing contracts in many cases, doing so effectively requires a measured and strategic approach. Some rules apply, and if contractors don’t follow them, they can find themselves on the outside looking in—both now and in the future. A government procurement consulting firm can help, but choosing the right firm requires at least a basic understanding of the procurement lobbying process.

Five Key Strategies for Successful Procurement Lobbying

So, what do you need to know about procurement lobbying? Here are five strategies for success:

1. Making Sure You Know the Rules in the Relevant Jurisdiction

Many states regulate the practice of procurement lobbying. If your company is bidding for a government contract in one of these states, following all the applicable rules will be critical. Some local governments have procurement rules as well. These rules are not uniform, so what is permissible in one state or municipality won’t necessarily be permissible in another. A proactive approach to compliance is key, as mistakes in the procurement lobbying realm often cannot be undone.  

2. Communicating with the Right People at the Contracting Agency

When engaging in procurement lobbying, it is critical to ensure that you are communicating with the right people at the contracting agency. If you aren’t, your efforts will fall flat—and they will potentially run afoul of state or local lobbying rules. Getting the audience you need isn’t always (or often) easy. An experienced government procurement consulting firm will have the relationships you need to help move your company’s bid toward acceptance.  

3. Communicating the Right Message

Just as you need to ensure that you are communicating with the right people, you also need to ensure that you are communicating the right message. What do the decision-makers care about the most? What are their goals for the project? What can your company offer that will help them better achieve these goals? Knowing the answers to these questions is vital for effective government procurement lobbying.

4. Not Forgetting About Your Company’s Bid

When executing a procurement lobbying strategy, it is important not to forget the nuts and bolts of your company’s bid. The bid should be capable of standing on its own—and your procurement lobbying strategy should be focused on getting it across the finish line.

5. Choosing the Right Government Procurement Consulting Firm

To ensure that your company’s procurement lobbying strategy is as effective as possible, choose the right government procurement consulting firm. At 50 to 1, our leadership team has decades of experience lobbying at the state and local levels, and our 50-state lobbying network provides the local insights and expertise our clients need when competing for bids in jurisdictions across the country.

Contact 50 to 1 | A National Government Procurement Consulting Firm

If you are interested in learning more about our government procurement lobbying services, we invite you to get in touch. Please tell us how we can reach you online today.