The Agenda Group | Strategic and Communications Services

Tips and Articles

November 2009:

Taking It to the Top: A Quick Guide to Dealing with Government

In this tight economic environment, dealing with government has become an absolute necessity for many organisations and businesses. Many are looking to secure government contracts to protect their bottom line.

Unfortunately, they haven’t invested the time and effort to understand government and don’t have the foggiest idea of where or how to approach government with a proposal.

We all know government collects our taxes and provides our community services and infrastructure in return, but its sheer size and complexity makes it a mystery and drives many organisations away from dealing with it. Opportunities are missed.

Your proposal, no matter how worthy, will be subject to timelines and processes that can dumbfound those accustomed to making instant executive decisions.

Whether you’re hoping to provide a service to the government, have an interest in major projects or you are going cap-in-hand with a one-off funding proposal, the experience can be confusing and exhausting. It shouldn’t be.

To understand government you need to understand the structures, processes and personnel that drive it. Your proposal, no matter how worthy, will be subject to timelines and processes that can dumbfound those accustomed to making instant executive decisions.

There are two likely points of contact for businesses trying to connect with government; the Minister and the Department.

Attaining a meeting with a State or Federal Government minister isn’t always easy. You may have to wait several months to get in the diary and in the end the meeting may be with the Minister’s adviser. Do not dismiss this opportunity. Advisers have the ear of the Minister and can be very influential.

For a Minister and their staff, the overall objective is always to be re-elected. Before you meet them, remember prospective policies and proposals are viewed through the following prism: Does this fit with what we promised at the last election? Will this help us win the next election?

If you do get a meeting with the Minister it’s important you give yourself the best chance by keeping the following in mind:

  1. Keep your delegation small; 2-3 people maximum.
  2. Get to the point.
  3. Provide a short, simple graphical document to explain your proposal.
  4. Highlight possible media opportunities for the Minister.
  5. Don't forget to articulate and ask for what you want!

Remember that Ministers and their staff are overworked and underpaid. They work extremely long hours, tackle an enormous volume of briefs, correspondence and meetings, and every decision they make is closely scrutinised. Stress levels are high and they don’t have patience for time-wasting.

The other way to approach the government is through the relevant Department. If contact with the Minister’s office is proving difficult, approaching his or her department for a hearing is a valid alternative.

Remember department bureaucrats are often knowledgeable and experienced. Unlike Ministerial staff, they are not political appointees and often continue to work in the same departmental role through a number of changes of government.

They’ve heard it all before and they know where previous failed policy and projects are buried, and their influence on government policy should not be underestimated. Most Ministers would suggest they ‘drive’ the ideas and their department but they can’t ignore good policy and ideas bubbling up from below.

In the end, it comes down to your proposal. A good idea can be sold through the bureaucracy, a tender process, a backbencher or the Minister’s office. Whatever entry point you use, dealing with government shouldn’t be intimidating, but it requires patience and a little bit of know-how.

Brent Hooley is a Senior Consultant for The Agenda Group.

To discuss your writing project or any other strategic communication needs, please call us on (03) 9615 4615 or email brentr@theagendagroup.com.au