SOME PROFESSIONS ARE "SEXY"...
...and some aren't. Small children dream of becoming police officers, firefighters,
professional athletes and secret agents; not many imagine themselves
as lobbyists or government relations professionals. For this reason,
few people know much about lobbying, or how a lobbyist adds value
to a negotiation.
Perhaps the easiest way to explain our business is with a story. A librarian was wandering through the library when he came across two men arguing in the Reading Room.
"I want this window open," said one man loudly.
"Yeah? Well I want it closed," said the other man.
The two individuals were clearly annoying the other patrons, so the librarian wanted to settle the matter as quickly as possible. He could have simply dictated a compromise-leaving the window half-open-yet that would please neither man, and the librarian knew that compromise solutions often fall apart because neither side is committed. Instead of forcing a compromise, the librarian looked beyond each man's stated position to his actual need. "Why do you want the window open?" he asked.
"Well,"
said the first man, "I have a headache, and I would really
like some fresh air."
"I see. Why do you want the window closed?" he asked the second man.
"It's windy outside, and if I try to work with the window open my papers will blow all over."
"Gentlemen," said the librarian, "I think I can solve both of your problems." He promptly shut the offending window, walked into a nearby room that had been locked, opened an even larger window, and allowed a much greater volume of fresh air to circulate into the Reading Room without any wind.
It's a simple story- in real life, of course, the librarian would likely ask both men to leave. The tale is useful, though, in telling people what we do. Just as the wise librarian investigated the actual needs of each man, our company attempts to find innovative solutions that satisfy both sides in a negotiation.
It's
a fallacy that the world operates on "zero-sum" principles
(my gain is your loss). It's not always easy but, with a little
ingenuity, mutually beneficial solutions can often be found for
seemingly intractable problems. Our job is to suggest ways in which
both politicians and our clients can walk away from a negotiating
table feeling satisfied. As lobbyists, we assist our clients in
recognizing and understanding the government's values and needs.