The Problem: Hematech came to Dutko Worldwide because they wanted to aggressively pursue opportunities within the U.S. government’s efforts to prepare and respond to biological warfare and terrorism. The company had recently won a small contract for research with the Department of Defense, but had never before engaged government on any other level. Of particular importance was building credibility, expanding the government-wide recognition of the company’s efforts and securing funding to support ongoing research and development in biodefense.
Strategic Recommendation: With a deep understanding of the players and procedures involved in nation’s homeland security efforts, Dutko Worldwide was ready to help Hematech achieve its business goals. The Dukto Government Markets team determined that that the best approach would be to strengthen awareness and recognition of the importance of the company’s research, as well as build a strong coalition of support within key government groups. The effort would focus on the White House Homeland Security Council and Science & Technology Office, the Executive office of the Vice President and The Departments of Homeland Security and Health & Human Services.
Program Elements: Dutko Worldwide worked with Hematech to develop and execute an integrated federal and state government relations program that included:
- Working to raise awareness about Hematech’s biodefense potential, educate influential political and industry leaders and seek appropriations dollars.
- An aggressive congressional outreach program targeting influential delegations in several states.
- Seeking to carve out a role for Hematech within Project Bioshield – a legislative program putting money into pharmaceutical products that can help with biological weapons response.
- Working directly with the White House office of Homeland Security, the Secretary’s office at the department of Health & Human Services, and with the National Institute of Allergy and Infecteous Disease (NIAID) to educate decision makers about the value of Hematech’s work.
- Elevating the importance of Hematech’s work through work with industry organizations, including BIO.
Results: Dutko Worldwide’s congressional outreach effort helped secure $6 million in Department of Defense appropriations, including $3 million in FY ’04 and $3 million in FY ’05. The funds are helping the company advance its research and accelerate its business objectives. The effort to raise awareness for Hematech among key congressional delegations attracted significant support, including financial commitments from leading members of Congress. In addition to securing funding, our program elevated Hematech so that it is now recognized within Congress, The White House and HHS as one of the leading and most promising biodefense companies in the nation.
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