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Lobbying 101 for the Meetings Industry
©1997 Corbin Ball Associates

Listed below are some of my observations from attending and helping to organize the first four Meeting Industry Legislative Action Days (MILADs) in Washington D.C (1993-1997) that comprise a good basis for constituent based lobbying.

  1. Constituent based lobbying is the way to get into the door – congressmen and senators are our elected representatives – it is their job to listen to us and, most of the time, they will at least appear to do so.
  2. Make your appointments with your legislator's scheduler about two weeks in advance (by phone is fine) followed by a confirmation letter and a briefing paper outlining your positions. Earlier than that and they usually will not be able to confirm their schedule.
  3. When speaking with the scheduler on the phone, be prepared to quickly outline your issues, but be general: "to discuss the importance of the meetings industry" rather than voting "no" on XXX bill.
  4. Although it will make for a busy day, eight 20-30-min. appointments by one team during the day are possible.
  5. Group your Senator appointments together -- rather than intermixing with the Representative appointments. That way you don't waste time traveling back and forth from the House to the Senate office buildings, which are on opposite side of the capitol building.
  6. Senator/Congresspersons are good for photo opportunities and brief meetings, but often your key contact is the Legislative Aid/Director (LA or LD). The LAs and LDs are the ones that track the facts and details about an issue from which the legislator will make his/her decision.
  7. Ask for the LA or LD who specialized in the area you wish to cover (often this will be travel/tourism but it could be, for example, taxes if this is the main area you with to focus on).
  8. Research the voting record, background and political platform of each legislator before you go. A good source is back issues of your local newspaper in the library. Check out the issues the week before the last election (often on the Sunday issue) where there will be a "voters guide" that outlines each candidate's positions, background, etc. The Internet is also an excellent source: www.congress.org.
  9. Go in small groups (2 or 3 persons is ideal). You don't want to overwhelm the office, and many do not have seating for much more than 4 people.
  10. Plan on 15-20 minutes max. for your message. At 30 minutes, you will almost always be overstaying your welcome.
  11. Select a group spokesperson to do lead the talking.
  12. This person should be familiar with the issues, and have some handle of the supporting facts. Your presentation should be practiced, succinct, and smooth.
  13. The presentation should be brought down to the state and district level. Get the figures from your State Travel Office and local CVBs. Bring your message home -- what does the Meetings Industry mean to your state? to your district? how much revenue does it bring in? how many jobs does it provide?
  14. Couch your presentation based on the politics of the person you are speaking with. For example, if the legislator supports small business, present it from the standpoint of how many jobs and small businesses our industry supports. If the legislator is a strong law enforcement proponent, hit the travelers’ safety issues.
  15. Be prepared to get right to the point (especially with a legislator). It is not uncommon that that he/she will be called away.
  16. Try to limit your message to no more than three key points. Covering more than that will likely loose focus.
  17. The information packet you leave with them should support these issues, with more facts and figures.
  18. Don't be afraid to ask for specific actions -- i.e. if you want support of a specific issue or, if you want them to join the Congressional Membership Organization, ask!
  19. Be prepared for the question: "What do you want me to do about ......?"
  20. You don't have to have the answer on everything. If you do not know the answer, say so, and say that you will research the matter and get back with him/her. Then be sure to do so!
  21. A major goal is to establish a communications link -- that this is the beginning of a continuing relationship. If your legislator needs information on a meetings issue, you're the one to ask for it.
  22. Ask for business cards from and hand your business cards out to all the legislative contacts. Include your business card with the back up material you leave with your legislator.
  23. Bring a cell phone. With a tight schedule, this is handy if you are running late for an appointment. (However, make every effort to be on time!)
  24. Bring your camera. Photo-ops with your legislator play big back home.
  25. Take notes during the meeting of your legislator's comments about the issues, political stands, questions, specific knowledge, etc. Do this during and immediately following your visit while it is fresh. Multiple visits will run together. This information will be very helpful in your follow-up letters.
  26. VERY IMPORTANT: Follow up with a letter to each legislative aid AND with each senator/representative. Recap your issues and answer any questions that may have arisen during your meeting. Only one in 1,000 constituents ever writes. So your letters hold a lot of weight.
  27. Write a press release with pictures to your local newspapers, business journals, etc. Get the maximum play on the home front with this.
  28. If the picture and/or article are published, send a copy with a thank you note to the Congressperson’s or Senators office.
  29. Try follow-up meetings during your legislator's home visits. They typically will have more time to meet with you and it will serve to strengthen your impact.

MORE LOBBYING NOTE AND IDEAS

As the government becomes more and more complicated, and as the number and kinds of decision increase, legislators depend on information provided by knowledgeable sources in various fields.

In order to get their job done, our legislators rely heavily on a broad scope of input form many different sources. They receive a great deal of technical information from their staff, agency personnel and professional lobbyists: yet much of what they actually decide depends on the view, interest and preferences of citizens who elected them.

An individual can be most effective in providing information by getting to know legislators from his or her own district on a personal basis. There are numerous opportunities during congressional recesses, and, especially during election campaigns, to meet with and begin to establish contacts with your lawmakers.

Although this personal contact is vital to the establishment of credibility with legislators, communication cannot stop there, Legislators do read their mail and they do consider personal communication.

Remember, you are a constituent. A legislator values your relationship with him or her. Your political party identification and voting habits are unimportant --legislators serve all the people. Your legislators are working to represent you. The support you offer them will make a difference in the decisions they make for everyone.

Legislators like hearing from their constituents. It gives them insight on how people view the issues facing lawmakers. Legislators are quick to say that many of their votes are dictated by the mail and contact they receive from their constituents.

In addition bo being informed, there are some universal principles which apply to working with legislators. To make your actions count and to be heard on issues of concern to you, the following communication tips are suggested.

KNOW YOUR ISSUES

Before meeting with public officials to support a position, do you homework. Your knowledge of issues and the legislative process produces credibility with your legislator; your credibility dictates your legislator’s level of response.

FOCUS ON YOUR LEGISLATORS

Rather than using time and energy to contact all the legislators, concentrate n communicating with your local representatives and senators.

BE UNDERSTANDING

Put yourself in the public official’s place. Try to understand their problems, their outlooks, their aims. Then you are more likely to persuade them to do the same in understanding yours. Recognize that there are legitimate differences of opinion.

MAINTAIN CONTACT

Contact public officials throughout the year. Invite them to be guests at meetings or workshops. Make yourself a contact point for your legislator within your district. Keep in touch through common interests, issues, or activities.

BE DIRECT

When making special requests be direct and honest in your approach and get specific commitments from your legislator. Do a follow-up and hold your legislator accountable for his or here commitments.

BE THOUGHTFUL

Commend actions legislators take. Public officials receive dozens of letters requesting action, and sincerely appreciate a thank you.

BE COOPERATIVE

If a public official makes a reasonable request, try to comply with it. If you tell a public official that you will do something in exchange for certain action, keep the agreement.

BE REALISTIC

Remember that controversial legislation and regulation usually result in compromise. Recognize that each legislator has commitments and that a certain amount of vote trading goes on in a legislature. At times, a legislator may vote against one of your bills: this does not necessarily mean he or she has deserted your whole program. Remember that while some votes may be firmly committed, there will be others that can be swayed on the basis of sound arguments, which are properly presented. Be sensitive to your legislator’s other political necessities.

FIGHT ISSUES, NOT PERSONS

Be prepared with alternatives of solutions, as el as criticisms. This is constructive opposition.

MAINTAIN ONE POSITION

Never abandon officials by changing your policy or position after they have publicly stated a position you have urged them to take.

LEARN TO EVALUATE AND WEIGH ISSUES

Many bills which are tossed into the hopper "by request" are never intended to become law. Consider issues which are wort lobbying and discard the others.

MEETING WITH YOUR LEGISLATOR

A personal visit with a legislator is one of the most effective means of presenting your position on an issue. Legislators welcome visits from constituents. Correspondence with your legislator on issues will be more meaningful if you have established an ongoing, personal relationship with him or her.

The best way to get to know your legislator on a personal basis is to spend time with them when the legislature is during recess. This is the time when lawmakers come "home" to their constituents to make contact and hear what is on your mind.

If you make an appointment during session, remember that there is no guarantee that lawmakers will be able to keep the appointment as legislative schedules can change on short notice. Also remember that time is a valuable asset. In all contacts, be brief, specific and polite.

Here are some pointers to use when meeting with a legislator:

SCHEDULE APPROPRIATE TIME

Try to plan a time to meet with legislators when then can give you the time you need. Most legislative days are hectic: closing days of session are chaotic. Do not be disappointed if your scheduled meeting is delayed or postponed, or if your conversation seems unusually rushed; remember how busy your representative is, and try to accommodate his or her schedule as much as possible.

Accept a meeting with an appropriate staff person if the legislator is unavailable.

MAKE YOUR APPOINTMENT

Make your appointment in advance, stating the time and need for your meeting, who will be present, and the subject of the meeting.

DO YOUR HOMEWORK

Do some homework on your legislator’s interests, backers, past votes, district, etc., so you can understand his or her perspective and ask questions accordingly.

PREPARE YOUR PRESENTATION

If two or more people will attend with you, select one primary spokesperson in advance and agree on your presentation and approach.

INTRODUCE YOURSELF

In your first sentence, state who you are, who you represent, what you want to discuss, and what you want your legislator to do.

PRESENT YOUR CASE

Be brief and specific. Present the facts in an orderly, concise manner. Do not present purely emotional arguments. Present your issue, its impact, and any adverse effects accurately and honestly.

DEMONSTRATE IMPACT

Demonstrate the impact of your legislation or program on your district or organization, and where appropriate, the state. Utilize illustrations, graphs or charts.

QUESTIONS

Allow time and encourage questions. Answer them factually and not argumentatively. If you do not know the answer to a question, offer to find the answer and forward the information.

FIND OUT LEGISLATOR’S POSITION

Ask for favorable consideration, even a favorable vote. Don’t be afraid to inquire, "Senator, how do you plan to vote on this issue?" If your legislator is still noncommittal after your discussion, ask when he or she plans to make a decision and what information you can provide to help in the process. Be polite, but persistent.

WRITTEN DOCUMENTATION

Leave a one-page fact sheet summarizing your points and include your name, address and phone number. Be sure to state the bill numbers and title on your fact sheet.

THANK YOU

Follow up by writing a thank you not for his or her time and restate your position.

 

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