BulletProofBlog the blog on crisis communications

Each week, Bulletproof Blog features exclusive interviews with thought leaders on issues of critical importance to companies and countries. This week, we sit down with former Speaker of the House Dennis Hastert for his insights on how business leaders can best approach members of Congress when seeking to advance their legislative priorities.

Based on your experience in Congress, what are the most common misconceptions that businessmen and women have about politicians?

Speaker Hastert: When CEOs or company representatives come to Washington seeking legislative action, they sometimes feel as if they have to “wow” the member of Congress they are trying to persuade with their knowledge of politics or a particular issue. What you have to remember about politicians is that they are people just like anyone else. They appreciate straight talk. They appreciate people who can simply state their goals and why those objectives matter to the people the politician is in Washington to represent. Influencing Washington isn’t about how many degrees you have or how powerful you are. It’s about understanding how to talk to people and make them care about your issue as much as you do.

More often than not, a simple conversation over a cup of coffee is just as effective as a big elaborate dinner – if only because it demonstrates respect for the demands that a politician has on his or her time.

When business leaders come to Washington, what information should they be armed with? What arguments are most likely to sway legislative prerogatives?

Speaker Hastert: First of all you, you want to know who you’re talking to. Is the representative a Democrat or Republican? What committees does the representative sit on? What issues have sparked his or her interest in the past? These are the natural first steps because they help frame every other part of the conversation. For instance, if you’re speaking to a Democrat about your business interest, you may want to highlight how measure will create jobs. If it’s a Republican you’re speaking with, you might want to talk about how your issue promotes free enterprise. Most important, make sure you know what’s within the member’s power to accomplish.

Also, it doesn’t hurt to cultivate a relationship with a politician before you need anything. If the politician knows you before you need him or her, you’re not a stranger when you’re coming for help. The member already knows who you are, what you represent, and why your issue matters to the people back home.

As I said before, it’s all about relating to politicians as you would anyone else.

When you speak to business leaders, what do you tell them about navigating Washington today?

Speaker Hastert: In politics, knowledge is power. If you can educate a member about a certain aspect of an issue and offer the background that justifies your position, what you’re really doing is arming the member with the tools he or she will need to be your advocate as the legislative process moves forward.

It’s all about helping them help you.

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Larry Smith is Senior Vice President of Levick Strategic Communications, the nation's top crisis communications firm, and a contributing author to Bulletproof Blog. Connect with Levick on Twitter: @Levick.