#144 Feb 25, 26

Rethinking Influence in Washington with Brody Mullins

Anthony Shop sits down with Pulitzer Prize–winning investigative journalist Brody Mullins to explore how corporate America transformed Washington — and how influence itself is being redefined yet again. Drawing from his book The Wolves of K Street, Brody explains how corporations had surprisingly little sway in Washington prior to the 1970s. Economic turmoil during the Carter era triggered a turning point, prompting companies to build sophisticated lobbying operations, invest heavily in campaign contributions, and shift from relationship-based “inside influence” to broad, public-facing “outside influence” campaigns designed to shape constituent opinion.

But the rules are changing again. Brody argues that under President Donald Trump, power has reconcentrated in the White House, creating what he calls an “audience of one” environment. Traditional committee-by-committee lobbying has given way to direct executive access, while media fragmentation and the collapse of traditional gatekeepers have transformed how influence campaigns operate. From Google’s successful grassroots mobilization to TikTok’s failed imitation, Brody unpacks why some influence efforts break through, and others backfire, and why authenticity, especially from real constituents, still matters most in a noisy, AI-driven world.

Takeaways:

Start with where power actually sits. Influence strategies must adapt to the current power structure — whether that’s 535 lawmakers or one decision-maker. Before launching any campaign, leaders should map the true centers of authority and align their tactics to the individuals who actually control outcomes.
Access is not the same as persuasion. Writing a check may get you in the room, but it doesn’t guarantee policy outcomes. Influence ultimately depends on the strength of your argument and how well it aligns with the decision-maker’s incentives and priorities.
Don’t ignore Congress long-term. Executive power may be concentrated now, but political cycles shift — and institutional relationships still matter. Savvy leaders build durable bipartisan relationships that will outlast any single administration.
Narrowcast strategically. Reaching the right 535 people can be more impactful than reaching 5 million. Precision targeting often delivers a higher return on investment than broad awareness campaigns that lack a clear policy objective.
Mobilize authentic voices. Real constituents with real stories carry more weight than automated campaigns or paid advocates. Lawmakers are far more responsive to credible, human experiences from voters in their districts than to mass-produced messages.
Understand media incentives. In today’s fragmented environment, outlets often reward amplification over accuracy — tailor your strategy accordingly. Effective communicators recognize how business models shape editorial priorities and craft messages that break through without compromising credibility.
Own your distribution channels. As traditional media declines, building your own content platforms can ensure your message reaches key audiences. Leaders who invest in direct communication channels reduce their reliance on gatekeepers and maintain greater control over narrative and reach.

Quote of the Show:
"Maybe part of lobbying and influence, though, is just being able to have the conversation... Access gets you the conversation... You need that access to have the argument. And sometimes you win, and sometimes you lose."

Links:

LinkedIn: https://www.linkedin.com/in/brody-mullins/
Website: https://www.brodymullins.co/
Podcast: https://www.thewolvesofkstreet.com/podcast

Episode Video

Creators and Guests

Host

Anthony Shop

Anthony Shop believes in the power of people-centered branding and marketing to create a bright future. He chairs the National Digital Roundtable, the premier convener of digital innovators, leaders and policy shapers. Anthony also is the Co-Founder and Chief Strategy Officer of Social Driver, a digital services firm that helps companies and non-profits establish winning strategies with social media, websites, creative, and advertising. An enthusiastic presenter and teacher, he has led executive-level training for Amazon, PepsiCo, NASA, The British Embassy and the Bipartisan Policy Center. He has been recognized as an “OUTstanding LGBT Role Model” by The Financial Times, “40 Under 40” by The Washington Business Journal, and Business Leader of the Year by the DC Chamber of Commerce. A former newspaper reporter, Anthony was the first new media professional elected to the National Press Club’s Board of Governors. He currently serves on the boards of Leadership Greater Washington and LearnServe International. He earned his MBA from The George Washington University School of Business, where he teaches as an adjunct lecturer.

Producer

Amanda Goyette

Producer

Robert Krueger

Robert is an Executive Director for The Communications Board, an organization with the mission of providing high-quality professional development for every communicator in every location. He is also the Global Lead for Partnership Communications at Gensler, the world’s largest architecture and design firm. Prior to his current role, he performed executive and CEO communications for Gensler, and was the senior director of public relations and social media at the Urban Land Institute. He obtained an MA in Communications and an MA in History from George Mason University. He did his undergraduate studies at the University of Missouri-Columbia. In addition, Robert has taught communications at universities including George Mason University, West Virginia University, and the University of Florida. Robert currently serves as Immediate-Past President for the Public Relations Society of America’s National Capital Chapter (PRSA-NCC) -- the nonprofit’s largest chapter.