Military officers are told not to fraternize with subordinates, because familiarity breeds contempt. That’s true — for the armed services. Making war, however, is not like the rest of life. In a free society, familiarity breeds consent.
Being an effective lobbyist depends on building rapport with the people in the legislative arena, especially those you are trying to influence. ...
When talking with a stranger (a new lobbyist), most legislators will guard what they say. On the other hand, if you develop a rapport with them —better yet, a bond — communications can be easy, friendly and frequent.
Having a close relationship with legislators does not require you to be a card-carrying member of the good ole boy network, in the inner circle. It simply means the best lobbyists often become, in time, friends with the legislators once mutual trust has been developed. ...
“You’re going to trust the person you know,” said Bob Damron, a Kentucky House member. “[The trust] is developed through honesty and integrity. Your word is your bond. Whether it's with legislators or fellow office workers, the people you have trust in, you’re able to work better with.” ...
One-on-one before the committee meeting
Should an out-of-state corporate executive who comes in to present testimony before a committee be accompanied by a local lobbyist?
“Good lobbyists talk to members of the legislature one-on-one. They don’t go to the committee room [to win votes],” replied Rep. Damron.
[More in the book.]
