Squeezing more funds out of central government is not the easiest task in the world. Stephen Fitzgerald describes how you can improve your chances.
One of the most important of areas of financial work for local authorities, and other public sector organisations, is how to effectively make the case for financial resources from central government.
This is particularly critical in this period of austerity where funds are scarce and nationally, there is significant conflicting demands on councils.
So, what is the best approach that local authorities may take when lobbying central government to enable the best possible outcome?
I recommend a holistic approach. Some people tend to focus on their technical work to ensure they have strong official-level arguments in support of their organisation’s case to Whitehall. Others believe that the key element is to win the political argument and focus on that alone.
Experience has taught me, however, that both are important and fusing them together in a holistic approach is likely to offer the best chance of a positive outcome.
A local authority lobbying central government for resources should look at all aspects of their relationship with government and all the points of connectivity across the range of activities.
This means developing a case at the technical level and ensuring your team is briefed to deliver the message effectively. This is illustrated in the drawing below:
In each aspect of the chain of activity the local authority should endeavour to get its argument across to the best of its ability to build the value of its ultimate case. Looking at these it means:
- Undertaking the best statistical and economic research to develop the best argument.
- Ensuring that the nature of those arguments are shared with, and understood by, the appropriate central government official.
- Make sure your message is clear and conveyed to those who are able to influence ministers.
- Win the backing of external stakeholders that may have an influence on government decisions, such as academics and professional bodies.
Handle any opportunity for making the case at ministerial level with strategy and sensitivity.
The last of these is particularly important. I have experienced a large number of ministerial meetings, from all sides of the table, and they have not always been handled as effectively as they should be by those making representations. So, with this in mind these are my top six tips for managing the ministerial meeting:
- Do not arrive mob handed .
- Brief your team well and ensure that you identify who will lead the meeting and do the bulk of the talking.
- Be clear about what you are asking for.
- Be prepared for any difficult or technical questions.
- Be concise in making your case and listen.
- Understand who is in the room and their respective roles.
- Provide a simple handout or follow up letter, but not a dissertation.
As local authorities, we cannot always get everything that we want, but we can give ourselves the best chance of success when making our case to government.
This approach has delivered effectively for clients in the past. Hopefully, it will be of some help to readers in the future. Good luck.
Stephen Fitzgerald, director, Tamar Consulting.
@SHJFitzgerald
