Mike Ford is a former con artist who's been plucked from his Harvard Law School classroom to be an associate at The Davies Group, Washington's most high-powered and well-respected strategic consulting firm. Their specialty: pulling strings and peddling influence for the five hundred most... read more
“These outfits are run by Washington heavies -- ex-House Speakers, ex-secretaries of state, ex-national security advisers -- and they exert a far more powerful and lucrative influence through the Beltway's back channels. They're not registered as lobbyists. They don't do volume. They don't advertise. They have relationships.”
“Everyone measures his life by cells on a spreadsheet: hours billed. You have to hit your numbers. From day one, you're on the hamster wheel.”
“You'd scrounge for any little project at first, and typically they'd have you do research on a mark -- sorry, that's the old Mike's lingo -- on a "decision-maker" the firm wanted to influence.”
“In the government affairs business, when you're needling some politician or bureaucrat to give you what your client wants, there comes a moment called the ask. No matter how byzantine the issue, it ultimately comes down to one question: Will he give you what you need? Yes or no.”
“You can't know the why until you know the who. These things always turn on one man.”William Marcus
“It's a variation of a technique we call grass topping. You slowly, subtly lobby everyone close to the decision-maker -- wife, chief fund-raisers, grown kids even -- until he comes around.”William Marcus
“That's where we make it look like we have broad bottom-up support -- from the grass roots -- but we're faking it. You don't need to waste time with the roots when the legislator can see only the tops.”William Marcus
“Here at Davies, instead of casing, we "assessed" our subjects. The hook became "development," the roper and the shill became "access agents," the take became the "ask," and cooling the mark and the blow-off became "termination."”
“I must say, the lingo sucked. Instead of the Jamaican switch, the rag, and the old pig in a poke, we had the "501(c)(3)s," "PACs," and "affiliated committees."”
“If there was one thing to learn about human-asset recruitment -- the jargon Marcus occasionally let drop for what we were doing -- it was this: MICE. That stands for money, ideology, compromise/coercion, and ego. For our purposes, those were the only reasons anyone did anything.”
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