Top 10 Reasons Smaller Entrepreneurial Lobbying Firms are Better Part 2

Example: Mega-Firms' diluted focus on your industry

Example: Mega-Firms' diluted focus on your industry

4.) Conflicts of Interest Are More Prevalent in Large Firms

In the last few years Washington, D.C. has witnessed conflicts of interest arising among clientele of large lobbying firms and the firm splitting up into multiple, separate firms. Oftentimes, when conflicts of interest arise among a large lobbying firms clientele, in most cases its the smaller client that gets parceled out to another firm or dropped altogether. Solution: Pick a smaller, entrepreneurial lobbying firm that will not throw you under the bus while chasing higher paying clients.

5.) Genuine and More Focus in your Industry

Mega-firms handle a variety of industries which scatters their focus. For example, in a recent case, a large firm pitched a non-profit association where less than 10% of their knowledge, experience, focus and current client base was in that particular field.  In fact, in all the varying fields they represented, their highest % of focus was less than 13%. Diversifying their customer portfolio is a business practice that most large lobbying firms engage in as it ensures their own survival. But it is not necessarily in the best interest of their clients. Solution: Pick a smaller, entrepreneurial lobbying firm that is genuinely focused on your industry and issues.

6.) Greater Focus on YOUR needs

Large firms may have dozens of clients and your needs may only represent a small portion of their revenue. As a result, your organization’s needs will only benefit from that same small percentage of their focus. Even if they have 30 times more clients, and only 10 times more associates, you still  are only getting the benefit of their lobbyist-to-client ratio. The bigger a percentage your account represents to their survival, the harder they will work for you to get results. Solution: Pick a smaller, entrepreneurial lobbying firm that your budget and issues means more to. They will be more driven!

7.) Smaller Entrepreneurial Lobbying Firms are More Agile

Enacting legislation in the policy “sausage grinder” can take time, and you can count on things changing in Washington during the course of each legislative and regulatory endeavor.  Political power can change in the White House and/or the legislative chambers of Congress. A scandal here, a key resignation there. A breaking news cycle could also mean situations may need to be reacted upon quickly. A smaller, entrepreneurial lobbying firm has less bureaucracy, less meetings and is less locked into an S.O.P. than a mega-firm. Smaller teams move more quickly and effectively than larger teams. Solution: pick a smaller, entrepreneurial lobbying firm that will anticipate and adapt to changes more quickly.

8.) More Experienced

While mega-firms have a larger arsenal of associates they can throw at your issues (and bill you for), a smaller, entrepreneurial firm may have more experience in your specific industry. For example, some mega firms with multiple clients have less than 5% of their revenue generated representing agricultural clients.  Cansler Consulting maintains a lifetime of representing agriculture interests including work in both the legislative and administrative branches of federal government. Solution: pick a smaller, entrepreneurial lobbying firm that specializes in your needs, not EVERYONE’S.

To be continued…


Cansler Consulting is a certified lobbying practice that is experienced in the multi-faceted and inter-related industries of Agriculture, Food and Drug Safety, Immigration, Transportation & Infrastructure, International Trade and Energy. Through our congressional and regulatory relationships established for over two decades we can help you influence the policy makers on Capitol Hill and navigate the federal budgeting process. You can contact us at info@canslerconsulting.com or at (202) 220-3150.

Tim Cansler
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