Irish business leaders “missing a trick” on policy influence by overlooking senior civil servants

Irish business leaders are missing a key opportunity to influence policy by placing too much emphasis on political access while overlooking senior civil servants. That’s according to new research published today (17.09.26) by public affairs and strategic communications consultancy Fenton Fitzwilliam.

Conducted by Censuswide, the study surveyed 125 business leaders and 50 government officials across some of Ireland’s most critical and highly regulated sectors. Almost two-thirds (65%) of business leaders believe elected politicians understand their sector better than civil servants. By comparison, just 30% of civil servants agree.

The findings come as 98% of respondents acknowledge that there is an “understanding gap” between business and government. Fenton Fitzwilliam says businesses risk overlooking officials who play a central role in developing, advising on and implementing government policy. However, the findings highlight a fundamental disconnect in how businesses navigate that gap and where they focus their efforts to influence policy.

Diverging priorities

The research identifies significant differences between business and government over the challenges facing key sectors. Some 38% of business leaders cite tax and business costs among their top three concerns, compared with 26% of civil servants. Civil servants, meanwhile, place greater emphasis on planning delays (30%) and skills shortages (28%).

The disconnect also extends to government’s understanding of the practical impact of policy on business. One-third of business leaders believe government assumes sectors can adapt faster or at lower cost than is realistic. Business leaders also believe government overestimates available resources and capacity, while underestimating longer-term investment, infrastructure and supply-chain pressures.

Commenting Managing Director of Fenton Fitzwilliam, David O’Donnell said: “The message from this research is not that business and government aren't engaging. They clearly are. The question is whether that engagement is creating genuine understanding.

“Businesses understandably put significant effort into ensuring Ministers and political decision-makers understand their sector. But business leaders are missing a trick if they overlook the civil service. Policy isn't developed by politicians alone. Civil servants and officials play a fundamental role in designing, advising on and implementing the policies that affect businesses every day.

“What stands out is the difference in perspective between the two sides. Business leaders are focused on costs, investment and supply chains. Civil servants place greater emphasis on planning, skills and public trust. Neither perspective is necessarily wrong. But unless those different realities are understood, a gap can emerge between policy intent and what businesses can realistically deliver.”

Civil servants favour direct meetings

Like senior business leaders, civil servants are time-poor and operate in an increasingly crowded information environment. This makes how businesses reach and engage them particularly important. However, the research suggests businesses are not always communicating through the channels policymakers find most useful.

Businesses most commonly report engaging through regulators, trade associations and social media. Civil servants, however, favour direct meetings with executives and written consultation responses. More than one in five civil servants also use generative AI tools, including ChatGPT, when researching businesses or issues within their sector.

Effective engagement can influence policy

Despite the gaps identified, the findings demonstrate that effective engagement can have a meaningful impact on policymaking. Almost three-quarters (74%) of business leaders say engagement with government always or often changes policy or decisions. Meanwhile, 45% of civil servants say business engagement improves policy.

CEO of Fenton Fitzwilliam, Moray Macdonaldsaid: “There is a positive message for businesses in these findings, which is that engagement works. But access alone isn't influence. Civil servants value businesses that bring evidence, technical expertise, economic insight and practical solutions. In a crowded information environment, simply producing more material or seeking more meetings isn't the answer.

“The organisations that influence policy most effectively understand who shapes decisions and communicate through the channels those audiences trust. They also translate their priorities into the language and realities of government. Ultimately, being heard is relatively easy. Being understood is what creates influence.”

Fenton Fitzwilliam commissioned the research to mark the first anniversary of the consultancy’s launch and examine what makes business engagement with government genuinely effective. The findings are published in its new report, ‘Not Just Heard: Closing the understanding gap between business and government’.

Headquartered in Dublin, Fenton Fitzwilliam has teams operating in London, Glasgow and Brussels. It is part of Paritee, an international network of specialist communications consultancies.

You can read our report here.