So maybe we can start off by discussing the sales cycle or the procurement process for public affairs. How does a company choose a public affairs firm to advance their interests?

On the public affairs side, and I can speak to the GR side too, since we did a lot of integrated campaigns, there are three main drivers. Firstly, clients may want a policy advance that is market, project, or product enabling. This is the proactive side, like tax credits or pushing for legislative claims.

So maybe we can start off by discussing the sales cycle or the procurement process for public affairs. How does a company choose a public affairs firm to advance their interests?

Secondly, there's shaping, which involves routine matters like the farm bill or NDAA. These can be slightly adjusted each year, potentially affecting millions or billions of dollars. Thirdly, there's problem-solving, which is defensive. This is relevant when an industry, company, or individual is in the crosshairs, such as tech and child safety issues currently.

So maybe we can start off by discussing the sales cycle or the procurement process for public affairs. How does a company choose a public affairs firm to advance their interests?

These drivers operate at executive, agency, congressional, and state levels, creating a matrix of five drivers with five different audiences. When hiring a firm, particularly on the PA side, you want a firm that can demonstrate an understanding of your industry and problem, develop a strategy to achieve your aims, and possess the technical expertise to execute it.