November/December 1992
The future of your business may depend on the decisions of your elected representatives. Here's some advice on how to build relationships with political decision makers.
BY TRINA BELLAK-BRONFMAN
Trina Bellak-Bronfman is congressional affairs associate for the Institute of Scrap Recycling Industries (Washington, D.C.).
Getting to know your legislative representatives and other elected officials can be vital to your business, particularly as governments expand their regulation of and involvement in recycling.
It may be easier than you think to develop a relationship with these leaders. After all, every relationship is a two-way street; as you depend on elected officials, they depend on you. Legislators look to their constituents for direction on how to represent them. They also look for experts in various industries who can provide the information they need to tackle the issues they face in their jobs. In addition, they depend on supporters to elect them and pay for their campaigns.
Each of these needs opens potential doors to recyclers who are willing to help. And, as one former U.S. representative, Doug Walgren of Pennsylvania, puts it, "An elected official will always remember those who helped when he really needed it." The key to ensuring your efforts pay off in the long run is getting to know these officials before you need them.
Become a Resource
Legislators and other elected officials need a vast amount of information to do their jobs. In addition to having to track and make legislative decisions on a wide variety of issues, they must answer to the many private and public interest groups that come knocking at their doors, demanding action or explanations.
Scrap recyclers are uniquely qualified to shed light on some of today's hottest issues, and can use their knowledge of recycling and related topics to become industry experts for elected officials. Serving as a key contact on a particular topic for an elected official can be satisfying and pay dividends by building credibility and, thereby, winning friends.
In a broader sense, recyclers as citizens can also provide information elected officials need to represent their constituencies. Legislators need to know who they really represent. They need to stay in touch with the folks back home. And they seek real-life examples of what is happening in their communities. Incumbents and challengers alike pursuing elected posts want to know the concerns of the businesses of their communities and states. And recyclers—who are also employers, taxpayers, and voters—are among those in a position to help provide such information, which can help build mutually valuable relationships. In fact, many scrap recyclers have established connections with legislators that eventually became important to them and the recycling industry.
Typically, the first step in developing such contacts is writing a letter of introduction to the official (or candidate). The letter might include a brief description of yourself and your company, emphasizing its role in the community and mentioning any special contributions it has made to the community, state, or industry. The letter could also touch on your involvement in local politics and mention a few issues of particular concern to you. In addition, it might offer your assistance on recycling issues and express an interest in meeting with the official. This simple approach has helped recyclers establish contact not only with their own elected representatives, but also with key legislators from other districts, such as those who chair committees that oversee issues that are significant to your business.
When establishing initial contact, it's important to try to get to know the official's staff too, especially the local or district staff for legislators sent to Washington, D.C. Staff members are in charge of important issues—not to mention their boss's appointment calendar.
The next step in establishing ties and assisting an official might be to invite him or her to tour a scrap facility and meet briefly with a group of scrap recyclers to learn about recycling and the concerns of the industry. Another option is for you to arrange for the official to meet other local community and industry leaders, providing an opportunity for him or her to hear the concerns and ideas of local individuals. Try to keep discussion at such informal meetings candid but not confrontational. It's also a good idea to provide a specific time frame and structure for the meeting.
Another way to assist an official you're getting to know is by offering to help "take the pulse" of the community or organizations to which you belong, helping him or her stay in touch with constituents' opinions on specific issues.
Concentrate on Candidates
Candidates love their supporters, so pitching in on a campaigns is an important way to establish ties. Remember, a third of U.S. senators and all U.S. representatives are up for reelection every other year. For House members, this means almost constant campaigning. And on the state and local level, there are many more officials looking for your backing in elections.
A quick and easy way to show your support is to make an individual "citizen contribution" to a candidate as an expression of trust and appreciation. Or, even better, arrange to pool several individual contributions that can be presented together for increased impact.
Mailed contributions should be accompanied by a handwritten note, which is much more personal than a typed letter. In addition, a handwritten note signals a candidate's campaign staff that you may be a personal friend, so staff is more likely to be sure the boss sees your note and financial contribution. It may also be possible to present the contribution in person; contact the candidate's staff to determine whether this is feasible.
Another campaign-related service you can offer a candidate is hosting a "meet-and-greet" event for him or her to interact with members of the community. The importance to the candidate of meeting even a few people in a small, casual setting cannot be underestimated because word-of-mouth recommendations win votes. Organizing such events provides you with an opportunity for demonstrate support and gives you a chance to personally present financial contributions. The event might simply be a coffee-and-cake gathering held at your home, your business, or a local hotel or restaurant, where the candidate can meet 15 to 20 of your friends and business contacts. A breakfast held near the legislator's office is another option that is often easy to coordinate and fit into busy schedules.
The first step in organizing a meet-and-greet event is finding a time when the guest of honor can attend. For U.S. representatives and senators, the best time might be during "district work" periods that typically occur around official holidays, or it could be during the August congressional recess. In any case, you will need to contact the candidate's appointment staff well in advance of your proposed meeting to try to pin down a date.
Try to arrange the event so it begins before the guest of honor's scheduled appearance—which might last 45 minutes or an hour—and continues beyond the official's planned visit. This way, you and the other supporters will be ready when the candidate arrives and able to take advantage of his or willingness to stay longer than planned, if the option arises.
Be sure to designate someone who can confidently make introductions and who is familiar with the issues of concern to those present to lead the meeting and be ready to jump start the discussion if it lags. Also, be prepared to provide a list of attendees to the campaign office since many candidates like to send follow-up notes.
There are a variety of other ways to support your favorite candidates for public office, including the following:
- attend fundraisers for the candidate and buy a few extra tickets to donate to campaign volunteers;
- arrange a speaking opportunity for the candidate at a meeting of your local Chamber of Commerce or other organization;
- offer to post a campaign sign on your lawn—a truly visible show of support; or
- offer the assistance of your family to help distribute literature or help with other campaign tasks.
The list of opportunities to help is long. The important thing is to get involved and demonstrate your support and willingness to participate.
The Payback
Recyclers active in the Institute of Scrap Recycling Industries (ISRI) (Washington, D.C.) have established many contacts with important legislators. Some have assisted candidates and officials, stayed in touch with staff members, and eventually been asked for feedback on key issues, demonstrating the credibility they've established.
They've not asked for or expected favors. As a result, their elected officials have continued to appreciate their advice and been open to the recycling industry's views and suggestions. In fact, these relationships have helped to make the industry's position heard and understood on such pressing issues as the reauthorization of the Resource Conservation and Recovery Act.
And in the future, the trust that develops from your personal relationship with an elected official might well be the reason he or she casts a crucial vote on legislation of importance to your business and the entire scrap recycling industry.
Golden Ground Rules
Here are a few suggestions to keep in mind while working to improve your relationships with your elected representatives:
- Don't underestimate public officials. With few exceptions, they are intelligent and honest and want to do the right thing. Your job is to help keep them informed.
- Be friendly. Invite elected officials to be guests or speakers at meetings. Stay in touch throughout the year, not just when you need help.
- Be understanding. Try to imagine yourself in their positions!
- Be realistic. Remember that controversial legislation and regulations usually demand compromise.
- Stay informed. Never meet with legislators without knowing both sides of an issue, and be ready to explain the arguments, pro and con. A balanced viewpoint rationally presented can sway votes.
- And the cardinal rule: Keep your word. If you tell your elected officials you will do something or get back to them with information, make sure you do it. —T.B.B.
Editors note: For ReMA members, association staff can help plan activities that involve legislators. For detailed guidance on how to write, phone, and meet with your representatives, see the section called "How to Communicate with Legislators" in ReMA's new Legislative Issues Handbook, which is available for purchase by contacting the association's publication orders department at 202/466-4050; 202/775-9109 (fax).
The future of your business may depend on the decisions of your elected representatives. Here's some advice on how to build relationships with political decision makers.