What Do UHNI’s Know?

What Do UHNI’s Know?

Rich people adapt. You might think it’s because they have money. But maybe it’s their adaptation that allows them to be so well off. What’s a UHNI, you ask? It’s an acronym for Ultra-High Net Worth Individual. When I first learned of this acronym, widely used in the...
Sometimes the Front Door is Locked

Sometimes the Front Door is Locked

If you are working the circus’ rings, you should be scheduling Congressional appointments to discuss changes you’d like to see in FY22. You should be scheduling agency appointments at the agency level to shape FY23 because you know FY23 planning has been...
Are You Lurking in the Shadows?

Are You Lurking in the Shadows?

Shadow lobbying is a colloquialism for those who engage in lobbying of government officials without properly reporting those contacts. It is a pervasive issue, particularly in the defense sector. Sometimes we forget that our customer may actually be an official...
The Budgeting Process is Broken

The Budgeting Process is Broken

Do the two things described below, and you can still come out on top. You read that correctly but read on. The method in which the budget moves from a request, through agency and OMB approval, to submission to Congress, to legislation, is slow and deliberate for lots...
Tell it in Four Points

Tell it in Four Points

Your message when communicating with your customer constellation only needs to hit four points. The four points align precisely to the format of a Congressional white paper. I’ve written before that your customer constellation lives in each of the three rings of...
Proximity to Power

Proximity to Power

It’s a myth that proximity to power will change your federal sales outcomes. I’ve seen the empirical proof over many years. I’m speaking of physical closeness, such as selecting office space locations or traveling excessively to support meetings....