Problem: I've arranged to meet with a legislator on a crucial issue. What should I expect, and how can I facilitate a favorable outcome?
Solution: By keeping in mind a few basic principles of political dynamics and etiquette, you can help ensure a smooth, successful lobbying visit.
During ASCP's recent Conference on Legislative and Regulatory
Affairs in Washington, D.C., dozens of ASCP members visited the
Capitol Hill offices of their congressional representatives. In
preparation for those visits, they got a briefing and pep talk
from Edward Grefe, a professional lobbyist and adjunct professor
of political science at George Washington University. Tips on
Hill visit decorum were provided by ASCP Region I Director Bob
Miller (see box on page 607).
Time-Honored Precepts
Grefe began his talk by asserting that politics, although viewed by many as a process of artful compromise and majority rule, is really driven by what 19th-century U.S. Vice President John Calhoun called "the rule of the concurrent minority." Legislative victories are usually won not by large, homogeneous majorities that agree on an issue, but rather by coalitions of minorities that join forces by "agreeing not to disagree" on an issue, Grefe explained. "If a minority or different minorities of people are sufficiently organized and sufficiently opposed to something being done, it will not be done."
Grefe posited a second rule of thumb: Simply gathering evidence and building a convincing case to support your position is usually not enough to prod legislators into action. "When Franklin Roosevelt was presented with a good piece of legislation, he used to say, 'Okay. You've convinced me. Now force me.' What he meant was, 'Go out to the grassroots level and build me a fire. Prove to me that people absolutely want what you're asking for.'" Without grassroots support to sway public opinion and force action, good issues can often wither on the vine.
Grefe pointed to a third important political concept in late House Speaker Tip O'Neill's observation that "all politics is local." Whatever policy you're asking a lawmaker to support or oppose, he or she ultimately has to go back to the home district and run for re-election. "They have to know that in the community they represent, there is a broad enough brushstroke of people who do not oppose what it is you want them to do," he said.
Family, Friends, and Strangers
The process of building support for a legislative initiative begins with an assessment of potential allies, and it's not as simple as "you're either for me or against me," Grefe said. On any given issue, current or prospective allies fall into three groups:
On any given issue, about 80 to 90 percent of the public can be considered "strangers," and these fence-sitters need to be brought into the equation through artful persuasion, Grefe said, adding that "those who are not involved are not opposed." The key to legislative success is reaching out to that vast group of political strangers on Capitol Hill or in a state legislature and swaying them to take a favorable position-not necessarily in full support of your initiative, just not opposed to it.
In addition to face-to-face meetings with legislators or their staffs, letters to the local newspaper can be a "very potent, powerful tool" for getting your message across, Grefe said. "Surveys show that letters to the editor are read by 80 to 90 percent of readers," and a published letter can go a long way toward convincing legislators that your views are credible, widely known, and supported by others. Pharmacists' status as health care professionals automatically confers a degree of public trust that enhances their ability to sway public opinion and win converts, he said.
Grefe pointed out that politicians are always being asked for their patronage or support, and they'll be impressed if you turn the tables and offer to help them in some way-for example, by making a campaign contribution, volunteering to help out at the district office, or setting up a speaking engagement. Even if they don't take you up on the offer, "They'll remember that you asked."
Grefe urged the audience to think of politics as "a family writ large," with legislative success ultimately boiling down to artful one-on-one interaction that turns strangers into friends, perhaps even family. "Above all else, politics is about building a relationship between two people: you and the legislator."
David K. Buerger
Associate Editor
Your Foot's in the Door. Don't Blow It!
Get off on the right foot: Call the legislator's staff to confirm your appointment. On the day of the meeting, be sure to let them know if you're running late.
Settle for second best: Don't be too disappointed if a busy legislator is unable to meet with you personally. His or her aides will be just as informed on the issues and have more time to spend with you.
Expect the unexpected: Be prepared to meet in a noisy anteroom or hallway and talk on your feet with others nearby. Be patient if you have to wait.
Present a unified front: If visiting as part of a group, introduce all members of the contingent and give their affiliations. Designate one spokesperson, but give everybody a chance to speak.
Do your homework and get to the point: Limit the discussion to three or four key issues, and back up your points with a packet of concise information materials. Get to the point and don't waste time!
Leverage your clout: Remember, you're a voting constituent and a respected health professional; your views and opinions count. Make it clear who you represent-how many employees, how many nursing homes, how many patients.
Don't know? Say so: If you can't answer a legislator's question or provide a copy of a report or study, don't fudge it; turn it into an opportunity for future contact by arranging to send the information or documents later.
Keep your promises: If you say you'll call back or send additional materials, do so in a timely fashion. If you don't, it will be remembered; your credibility-and any opportunity for relationship building-will be seriously damaged.
No loose ends: After the meeting, be sure to send a thank-you
note. This is a great chance to reinforce your points, invite
the legislator to visit your facility, or offer to arrange a speaking
engagement.