By Roy Wells
An integral component to organizational success is maintaining and building strong relationships. Putting your best foot forward in finding the right consultant can be as simple as tapping into your political network – especially when you already understand the state’s political landscape and have determined that your issue aligns with the state’s dynamics.
Luckily, here in Pennsylvania, where 161 lobbying firms and 1,383 lobbyists are registered, there are plenty of potential partners to choose from.
Tapping Into Your Networks for Referrals
Beginning your search does not have to be a laborious process. You can simply start by reviewing your LinkedIn connections, scanning your email or phone contacts, or talking with your colleagues. These trusted sources can help you identify individuals and firms with relevant experience and a positive track record.
In addition, if you are a member of professional associations such as the Public Affairs Council, the National Association of State Lobbyists, or the National Institute for Lobbying and Ethics, they may already be active in Pennsylvania and can provide you with a list of referrals. If your organization is highly engaged with national associations like the National Conference of State Legislators, American Legislative Exchange Council, Democratic Governors Association, or the Republican Governors Association, you may have established relationships with state governors, legislators, and their staff who can provide you with insights into individuals and firms that align with your needs.
Another excellent source of referrals in Pennsylvania are statewide or regional associations. These include the Pennsylvania Chamber of Business and Industry, the Philadelphia and Pittsburgh chambers of commerce, the Pennsylvania Manufacturers Association, the Technology Council of Central Pennsylvania, and a member of the Pennsylvania Association of State Executive Directors.
However, if your networks do not reach Pennsylvania, do not fret because other referral paths exist.
Just like you might hire a recruiter to fill a job opening, there are national firms that already have networks of lobbyists and public affairs firms across states that you can tap into. Examples of these firms include National Strategies, Multistate Associates, and Stateside Associates. Firms like Locust Street Group, Penn Quarter Partners, and DCI have networks of firms that provide grassroots support for national campaigns within states. All these entities will clear conflicts and identify firms that meet your needs.
Now that you have tapped into your networks and have a list of referrals for firms that align with your issue based on political dynamics, it is time to sift your way through this list to identify a firm that will meet your definition of success.
A successful engagement can take various forms:
- Passing new legislation;
- Amending current legislation;
- Opposing the passage of legislation;
- Seeking appropriations;
- Seeking grants or loans; or
- Selling products and services.
In each instance, given Pennsylvania’s political environment, several types of firms may be best suited to meet your definition of success. Let us take a deeper dive into Pennsylvania.
Passing New Legislation
When proposing a new policy or piece of legislation, it is important to remember that the political control of the General Assembly in Pennsylvania is divided. Securing bipartisan support and the Governor’s signature will be critical – making it likely that you will need a lobbying firm with strong relationships across party lines.
Amending Existing Legislation
Depending on the level of controversy, a firm with strong leadership relationships and bipartisan reach may be necessary. Issue-expertise may also be necessary based on the complexity of the issue.
Opposing the Passage of New Legislation or Amendments
When legislation is polarized along party lines, it may be strategic to utilize a firm with strong connections to the opposing party. If Republican opposition is being met, a firm closely aligned with the Senate Republican Caucus may be the effective choice. Alternatively, if Democratic resistance occurs, partnering with a firm that maintains strong relationships within the House Democratic leadership may be advantageous.
Show Me the Money
If you define politics as “the allocation of scarce and unusual resources,” with the “unusual resource” being money, there are several factors to look at when identifying the right individual or firm to get the job done. Factors you should consider include the level of intimate knowledge they have of the budget/appropriations process and whether strong ties exist between the Governor’s Office and /or legislative leaders and their staff. Choosing a bipartisan firm or one with strong partisan ties may depend on how the funding is going to be spent (i.e., school choice, alternative energy, Medicaid).
Applying for Grants and Loans
Because Pennsylvania has a strong legislature, not all grant and loan decisions are made by state agencies. Legislative leaders can influence allocation decisions and, in some instances, have a vote on loan and grant applications. Therefore, understanding what type of funding you are pursuing and who the decisionmakers are will drive your selection process. In instances where the agency is the primary decisionmaker, a firm or individual with strong executive branch relationships is crucial. Where decision making extends into the legislature, a more partisan firm may be necessary, while in some cases, a bipartisan firm may be the best decision.
Selling Products and Services
With a $50 billion state budget, 67 counties, 2,562 local governments, 500 school districts, and over 3,100 special-purpose governments, there are plenty of opportunities to sell products and services in Pennsylvania. Knowing where you want to focus primarily will provide a good starting point for seeking referrals.
If your primary focus is on state government, individuals, or firms with strong connections to the executive branch, it will be important. If you want to sell to independent agencies, which are currently overseen by statewide elected Republican officials, a firm with strong Republican connections may be necessary. Selling to both entities may require a bipartisan firm.
If you are more interested in selling to large municipalities, there are firms and individuals who primarily work at the local level. Marketing at the county level may require individuals and firms that can access or network across counties of interest.
Conclusion
Given the complexities of Pennsylvania, there is not a one-size-fits-all approach for identifying and retaining a public affairs consultant. As you work your way through the selection process, you may find that your top choices have conflicts which prevent you from partnering with them. Despite this, they can become a great referral source since it is likely they will know others in the market who may meet your needs.
If you have any questions about the process, I would be happy to share the benefits of our team’s combined experience. If we do not have a conflict, we would welcome the opportunity to explore representing your interests. In the event of a conflict, we are equally happy to provide referrals to individuals or firms that can best support your priorities.
