As lobbyists, clients count on our expertise in taking an idea, developing it, and successfully executing on their behalf. Like in any organization, regardless of the industry, a successful outcome doesn’t just happen. In lobbying, it’s an art form that consists of doing three things very well:

1. A Good Message: Developing a message that is clear, pointed, and demonstrates the importance of the idea is critical when pitching it to a decision maker. Typically, a presenter has a matter of seconds to capture someone’s attention and when it comes to busy elected and state officials, that is definitely true. Along with your message, the materials you present to decision makers must be as good as the verbal message. Bad materials can quickly derail a good message.

2. A Plan: An idea should be followed out of the starting gate by a good strategic plan. The plan is the most important exercise you will undertake in moving an agenda. It allows you to set the expectations of those assisting you, your client, and, more importantly, yourself. Additionally, it gives you an opportunity to do the following:

a. To look at the issue in its totality
b. Examine the pros and cons
c. Identify potential red flags and create work arounds

Another benefit of the plan is creating a timeline. It matters who you talk to first about your request, as all decision makers are not the same. Furthermore, it’s important to identify the order in which you move through the process.

3. Relationships: It can’t be stressed enough how important relationships are to any activity in our workplaces. In Lansing, it’s critical. As a lobbyist, relationship building is a year-round activity and a primary goal. Without it, closing deals for our clients would be close to impossible. You can check the good message and plan boxes, but without the relationships to open the doors, have the credibility to deliver that message, and conduct the follow up to the initial meetings, the ability to move an agenda can be severely compromised.

Michigan Legislative Consultants is a bipartisan lobbying firm based in Lansing, Michigan. Our team of lobbyists and procurement specialists provide a wide range of services for some of the most respected companies in America. For more on MLC, visit www.mlcmi.com or connect with us on LinkedIn and Twitter.