Connecting with Decision-Makers

meetingWhat’s the best way to get your story to decision-makers?  Might as well ask “How long is a piece of string?”

The answer is different for every individual, for every issue, for every process.

So, you can’t just do the first thing that comes to mind – you have to research it, think about it, and plan it.

If your decision-maker is a politician, you might ask for a meeting or send a letter, or ask your local Member of Parliament to make representations on your behalf, or launch a petition, advertising campaign or protest movement.  But there are plenty of circumstances in which each of those can be counter-productive.

Never forget that in many cases it is easier to have an initial discussion with their staff than with a politician.

Because politicians often make decisions, small and large, by endorsing the recommendations in a briefing note or minute from their Department, the real decision might happen when a mid- or junior-level public servant decides what to recommend, which options to offer, and what to leave out of the briefing.

Or, your decision may rest with the public service rather than a politician – and getting information to public servants can be tricky.  You can try for a meeting, but many will resist – they’re generally under no obligation to meet with every stakeholder.  Staff in agencies that aren’t used to dealing with the public or stakeholders are much harder to connect with.

As a rule public servants will read relevant correspondence, even long material – but you must keep it focused, structured, minimalist, relevant, balanced and clear – i.e., persuasive.

Often, the biggest hurdle you’ve initially got is identifying the criteria they use for deciding a recommendation*.  The best way to get that is via a discussion, and often the best way to have a discussion is through being referred – e.g., it is very helpful to be able to say something like “The Minister’s office told me that you are the person to talk with about XYZ – can I come and see you?”

Once you know those criteria, effectively shaping your information and message becomes much easier.

Many businesses launch a program of continuous engagement with Government, so they are already networked with key decision-makers before they need to talk with them.  Alternatively, some choose occasional networking at business, professional or political events; some try to get politicians and senior public servants involved in their business – by, for example, inviting the head of a Government Department to give a speech to a boardroom lunch.  It’s much easier to get someone to hear you out, if you’ve met them previously: if your first discussion isn’t one where you are asking something of them.

For every discussion, with politician or public servant:

  • Plan the best way to get Information across
  • Know who is important in the decision-making chain
  • Ensure your information/message is short, sharp, accurate and persuasive
  • Know what you want from the discussion
  • Have your “ask” clear
  • Get agreement on a follow up – whatever that might be.

And, of course you need to get your best information, the best way, to the right decision maker, at the best time – but timing, and just what you say, is for a later posts.

 

*    Unless it is a public tender – and you should almost never be talking with public servants or politicians about tender issues after it has gone to the market.

About Mike Smith

Partner in Ethical Consulting Services: www.ethicalconsulting.com; sometime University lecturer; previously Government Relations consultant; before that Labor Party State Secretary in Northern Territory; union advocate with LHMU/United Voice in NT and NSW; hobby – election campaigns!

Posted on November 11, 2014, in Communication, Government Relations, how to lobby, Lobbying, Public service and tagged , , . Bookmark the permalink. 3 Comments.

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