March 16, 2009
Q. My client is considering building a new facility in Michigan, but there are all sorts of obstacles, ranging from environmental and community concerns to requiring an exception to a law that is well past its usefulness. I’m not sure we can win the battles ahead.
A: Change your mindset from worrying about winning or losing to talking about the benefits of your project, including its economic impact on the community.
Recently, we attended the opening of a major new facility in Oakland County that skeptics and opponents said would never happen. McCarthy
Blanchard spoke with the organization’s legislative strategy leader to gain some insights on how, ultimately, they were successful.
Here’s some good advice that she shared with us:
- Build a team that can get the job done and listen to what team members say. If you need to bring additional expertise to the table, do it. If your client needs representation on the other side of the aisle, be the one to make the recommendation. Once your experts are on board, don’t second-guess them.
- Enlist allies to your cause. Find partners and be prepared to adjust your game plan to their needs. This way you can work together toward a common goal.
- Develop key messages that emphasize the benefits of your project. For example, “This project will bring x number of high-wage, high-technology jobs to the community and generate new revenues for our schools and roads.”
- Find a champion in the House and/or Senate. Develop relationships on both sides of the aisle. Make a strong case for what’s in it for them and their constituents if they stick their neck out.
- Work with the local community. Earn the trust and support of local community leaders, zoning board members and elected officials. Invest the time and resources at the local level to make your project a win-win situation. If wetlands protection or increased traffic is a concern, find ways to mitigate fears.
- Be patient but persistent. In the case of the Oakland County facility, it was a 30-year journey from land purchase to completion — with legislative and community hurdles along the way. Ultimately a new bill was passed that cleared the way for the project.
- Thank those who championed your cause. Whether it’s a township supervisor who traveled to Lansing or a legislator sponsoring a bill, be sure to thank those who stood tall on your behalf.
Not everyone will have the patience and tenacity to hang in there for 30 years. In the end, it was a relentless belief in the importance of their vision and a tremendous team effort involving the support of two governors, members of the House and Senate, and community leaders and residents that ultimately won the day.
Need advice? Send your situations to Dome.
Paula Blanchard Stone and Patty McCarthy are partners in McCarthy
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