Government relations: Cultivating decision makers
Contributed by Tim Barrick, FSMPS, and Tony Steinhardt, FSMPS, CPSM
This article is aimed at small and midsize architecture firms that want to develop a successful government relations program in order to create new business opportunities.
Government relations, which refers to engaging decision makers in the political sphere to obtain government-contracted work, is not necessarily equivalent to lobbying, which ultimately is intended to influence legislation. The focus of this article is on the former as it relates to the architecture industry. In addition, the strategies described here apply primarily to state and local governments, rather than federal.