How to Play the Inside Game
“Okay, you’ve convinced me. Now go out there and bring pressure on me.” ~ Franklin D. Roosevelt
Keys to Lobbying and Influencing Decision-Makers
Here are our main keys to lobbying and influencing decision-makers:
- You need to both persuade a decision-maker and bring broader influence on them.
- Real or perceived power is key to moving decision-makers. Being right or “on the right side of history” is not enough to convince a decision-maker.
- Remember many decision-makers treat opinion the same as fact.
- Develop a respectful relationship with decision-makers.
- Consider multiple avenues to pressure decision-makers.
Overview
Grassroots activism and organizing are considered the outside game while lobbying is considered part of the inside game of working to influence government and policy. In this section, we focus on the inside game of using relationships, coalitions and interest groups, policy research, and other forms of persuasion to move decision-makers.
Lobbying is the process of asking a decision maker to vote a specific way or take a stance on a certain policy or issue.
In this case we use the term decision-makers since it encompasses both elected officials and those who hold official power to say yes/no on your issues (e.g., a cabinet secretary, business leader, etc.).
Developing a Relationship with a Decision-Maker
Treat Decision-Makers As Real People
This means being respectful, make sure to listen, and try to understand their point of view (even if you disagree). The more you treat them like real people, the easier it will be to develop a good working relationship.
Attend Public Meetings
County/City council and school board meetings tend to be in the evenings during the week so attending at least one of these meetings will be helpful to you in better understanding the local landscape. If you are comfortable this is also a time to introduce yourself to your elected officials.
General Assembly members meet in Dover mainly during the workday during the week so those are challenging for many people to attend. However, some have constituent coffee hours that are also good opportunities to meet your State Representative or State Senator.
Ask to Talk With Your Elected Officials
Sometimes all it takes is a brief email to ask to sit down or talk by phone with your elected official. You can also ask when the next few public events they will be at so you can introduce yourself.
You can ask to share about specific issues or ask to find out what the legislator is prioritizing. Here it is OK to be curious and just want to know more about what they’re doing.
Continue to Build the Relationship
Over time if you continue to respectfully share your opinions and communicate with your elected official (in-person or via email/social media), you will likely develop a good working relationship with them.
Thank and Acknowledge Them
It is important to take time to consistently thank decision-makers for their work and acknowledge their efforts. Even if you disagree on many points, try to find some areas that you do agree (even if infrequent), so you can thank them for their work. It is easier if you are not always asking for them to support/oppose a policy.
Note About Elections
Elected officials in particular notice who is involved in supporting their election (or volunteering on a campaign opposing them). Some elected officials do not publicly show favoritism once the election is over, while some hold grudges or seemingly give more time and attention to others. This is just something to be aware of.
Meeting with a Decision-Maker
Before the Meeting
Research the decision-maker and ask
- What motivates these individuals or what influences their positions?
- For policy makers, what is their voting history?
- Who influences these policy makers or individuals in influential positions?
Prepare for the meeting
The most important part of any meeting with a decision-maker is what you do to prepare. Make sure to have the following locked in:
- Your core message
- Any leave behind materials for the decision-maker
- Your ask
Then once you have finalized these three things, it is time to practice with your team (e.g., how you will greet the decision-maker, how you will introduce yourselves, who will say what, and how you will handle certain questions and comments).
Schedule the meeting
Your relationship with the decision-maker, whether you are a constituent, and the fullness of their schedule can all impact whether you are able to get an in-person meeting. However, if you are respectful with the decision-maker or the scheduler, can articulate why you want to meet, and practice persistence, you will likely be able to get the meeting.
During the Meeting
Key principles
Here are a few key principles to keep in mind when meeting with the decision-maker.
- Remember “Public policy-makers weigh opinion as equal to fact.” (Lee Staples in Roots to Power) This means even if you have all the facts and data, stories and relationships matter even more.
- Stay on message. Clearly state a few key points that relate to your issue. Keep your message short and to the point.
- Personalize your story. Adapt the message to the legislator to reflect your values and connection to the issue as much as possible.
- Connect to the district. Share where you live in their district. Share how the legislation will help the communities in the area.
- Make one ask. There may be many things you wish the legislator to do, but make sure each message is one clear and specific ask (e.g., vote yes/no on this senate bill).
Tips to keep in mind during the meeting
- Dress appropriately and arrive a few minutes early.
- Start by thanking the legislator for something they have done recently (e.g., a bill they sponsored, something they did in the community, etc.).
- Make sure to listen. Give the decision-maker time to voice their thoughts and ideas.
- If you do not know the answer to something, that is OK. Just offer to get back to them.
- Give the decision-maker your fact sheet.
- Thank the decision-maker, no matter how the meeting went and even if they did not agree with you.
After the Meeting
After the meeting here is a recommended set of actions:
- Reflect: Immediately after the meeting, debrief your team about what went well, what you can improve for next time, and anything you learned.
- Send a handwritten thank you letter: While sending an email is easiest, people get so many emails it does not particularly stand out and you want to stand out. Take five minutes to write out a letter and thank the decision-maker for meeting with you.
Giving Public Comment
Summary
- Find a piece of legislation you wish to support.
- Find out how long public comments can be for the meeting you are attending (e.g., 60 seconds to three minutes).
- Prepare testimony in the format that works best for you and the issue (e.g., personal story or example, data example, etc.).
- Practice and/or write out your testimony with someone and get feedback.
- Sign up in advance to give testimony.
- Arrive five to ten minutes early for the meeting.
- Share your testimony at the public body meeting.
Elements to Include
- Ensure your comments stay within the given time.
- Start by sharing your name, city, and any organization you represent.
- Address your comments to the chair or the committee at large, do not address comments to a specific committee member.
- Focus on one key point.
- End by thanking the appropriate individuals (e.g., bill co-sponsors who are in attendance, the chair, etc.).