Fear of the 'L' Word Affecting Bottom Lines.

AuthorGelinne, Caroline

* Many in government sales miss opportunities to strengthen their customer base by ignoring the impact of effective lobbying. Others completely ignore legitimate influence and shaping opportunities for fear of an area they don't understand. Worse, some insist they don't participate in lobbying while they actually do just that.

It has been over 10 years since the last significant overhaul of legislation governing federal lobbying. In 2007 the Honest Leadership and Open Government Act strengthened its predecessor language in the Lobbying Disclosure Act previously passed in 1995. The new act most specifically clarified lobbying definitions, disclosure requirements and gift-giving rules. Why was that legislation necessary? Flash back to 2005.

Then-Rep. Randy "Duke" Cunningham, R-Calif, infamously funneled millions of federal dollars to companies after accepting bribes while serving on the powerful House Appropriations Committee. Cunningham was found guilty and served time.

Also in 2005, former lobbyist Jack Abramoff was convicted of crimes associated with conspiracy, fraud and wildly unethical behavior, all stemming from his representation of certain Native American tribes. He was found guilty and served time.

In 2008 the FBI raided the PMA Group, a now-defunct federal lobbying firm, during an investigation of alleged wrongdoing, specifically relating to inappropriate campaign contributions being distributed in exchange for legislative favor. The firm disbanded, and several involved, including members of Congress, were professionally disgraced or served time.

These are but a few examples of wrongdoing, but they and others were sufficient to make the public believe the Lobbying Disclosure Act of 1995 had not gone far enough. The incidences originated from inappropriate and illegal uses of influence that left a high-profile negative image in the public's eye of systematic wrongdoing. "Lobbyists" had corrupted the legislative process. "The swamp" of Washington, D.C. was infected and must be drained and sanitized.

Congress responded to the increased public outrage with the newest act, cracking down significantly and specifically on what types of favor would no longer be tolerated.

Together, the two acts inducted in a new era of imposed limitations, deterrents, reporting requirements and a harsher system of penalties for failing to comply with the rules.

Buying a federal customer a cup of coffee became illegal. Meals served at traditional holiday...

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