January 16, 2009
Q. My client and I had great rapport with several state reps across the state. With the last election, our allies are gone from the House and my client feels like we are out in the cold.
A: Term limits have changed the landscape in Lansing. Some would say not necessarily for the better. But, like anything else, “it is what it is” — so make the best of it. There are 46 new members in the House, each ready to make her or his mark, which makes you invaluable to them — and your client. Here are a few tried and true ways to gain new allies:
- Make yourself known. Schedule briefings with each new legislator and his/her staff to introduce yourself. Come armed with a few key messages that are simple, concise and memorable. Use examples that will matter to them and benefit their constituents. Be brief. Save the heavy artillery for another meeting.
- Develop a one-page communication plan for Lansing. Make the most of those initial meetings and plant the seeds for a long-term relationship. Get e-mail addresses for legislators and staff and send them information that matters to their constituents. Avoid drowning them with too much material or detail. Keep your communications brief and to the point.
- Position your client as an issue expert. New members have a lot to learn fast, and you can help educate them. If the issue is alternative energy, funding for education or access to health care, make your experts available. Offer their assistance and expertise. Develop white papers that support your position and include compelling facts and data.
- Be everywhere. Have your client participate on local community panels, give expert testimony, be quoted in the media on issues, attend trade association receptions and be present at fundraisers for the new incumbents. Informal settings provide a good opportunity for people to get to know your client.
Remember, people like to do business with people they know, like and trust. Legislators are no different. Make it your business and your client’s to meet and get to know the new faces in Lansing. You have 46 potential new allies.
Need advice? Send your situations to Dome.
Paula Blanchard Stone and Patty McCarthy are partners in McCarthyBlanchard, an executive training firm specializing in key message development, presentation skills training, media interview training and executive presence. Copyright © 2008 McCarthy Blanchard. | Website
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