Federal Sales and Self Interest, Members of Congress and the White House

The previous installment discussed the motivation of small business specialists in the federal purchasing process. This installment looks at members of congress and the White House.

We live in a political world that dictates how members of congress and the White House are motivated to help companies win federal business. They aren't motivated to help an individual companies win contracts unless votes or campaign contributions are involved.

Responsibilities of Members of Congress and the White House

  • Develop and pass legislation
  • Represent constituents

Primary Motivation

  • Re-election
  • Votes and campaign dollars
  • Bring major projects into their own states or districts

Not Motivated To:

Help a particular company win a contract unless the assistance is directly connected to more votes, campaign contributions, or economic development for their district or state

The moral of this story is don't try unless you can appeal to their political motivations.


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