The Art of Lobbying: Building Trust and Selling Policy / Edition 1

The Art of Lobbying: Building Trust and Selling Policy / Edition 1

by Bertram J. Levine
ISBN-10:
0872894622
ISBN-13:
9780872894624
Pub. Date:
11/17/2008
Publisher:
SAGE Publications
ISBN-10:
0872894622
ISBN-13:
9780872894624
Pub. Date:
11/17/2008
Publisher:
SAGE Publications
The Art of Lobbying: Building Trust and Selling Policy / Edition 1

The Art of Lobbying: Building Trust and Selling Policy / Edition 1

by Bertram J. Levine
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Overview

Often the whipping boys of politicians and pundits, lobbyists are the recipients of lampooning stump portrayals and sensationalized news coverage. Little attention is given to how most lobbyists simply do their job or become effective at what they do. Whether it’s helping staff draft legislative language, providing members with quality policy and political information, or just being a good listener, lobbyists must build and maintain relationships. If they do, they’ll succeed in advancing their policy objectives within the give-and-take process of the American legislative system.

The Art of Lobbying examines strategies and techniques from the perspective of those who are lobbied—the people who know what resonates and what falls upon deaf ears in congressional offices. A former longtime lobbyist himself, Levine has interviewed more than 40 current or former members of Congress, along with their staffers, to give a thorough review of the relevant academic literature and offer a behind-the-scenes perspective on what constitutes the art of lobbying.


Product Details

ISBN-13: 9780872894624
Publisher: SAGE Publications
Publication date: 11/17/2008
Edition description: New Edition
Pages: 264
Product dimensions: 6.00(w) x 8.90(h) x 0.60(d)

About the Author

Bertram J. Levine is the Charles Evans Hughes Fellow in Political Science (Emeritus) at Colgate University and a member of the Rutgers University Political Science Department. Prior to pursuing his Ph D, he was Vice President of Federal Government Relations and State Government Relations for Johnson and Johnson. In that capacity, he headed the company’s lobbying efforts in Washington, DC. During the 92nd and 93rd Congresses he served as a counsel to the Energy and Commerce Committee in the U.S. House of Representatives. Levine is the coauthor of Lobbying Congress: How the System Works, Second Edition. He has also authored a number of articles on interest groups and lobbying.

Table of Contents

Preface ix

1 Introduction 1

The Interviews and the Survey 4

Research Regime, Significance, and Scope of the Investigation 6

Organization of the Book 8

Notes 9

2 The Lobbyist's Professional World 10

Types of Lawmakers 12

The Legislative Environment 17

Congressional Culture 20

Congressional Structure 24

Legislative Staff 25

The Client 34

Legislators' Incentives 36

Conclusion 46

Notes 48

3 Red Flags 51

Covert Activity 53

Assets for Hire 63

Campaign Contributions: The 800-Pound Gorilla 71

Conclusion 77

Notes 78

4 Political "Capitol"-Gains and Losses 80

Anticipating Gains and Losses: The Key Questions 81

Conclusion 111

Notes 112

5 Inside the Door (and Beyond) 113

The Office Meeting 115

Tactical Best Practices 138

Tactical Missteps 159

Conclusion 164

Notes 165

6 The Lobbyist's Ask 167

Forms of the Ask: Enlisting Support from Other Members of Congress 169

Hands-on Legislating 181

Lobbyists and the Executive Branch 190

The Peripherals 199

Additional Action Requests 204

Conclusion 208

Notes 209

7 Designing and Executing a Lobbying Campaign 211

The Core Elements of a Campaign 211

The Strategic Plan 217

The Importance of Tactics 225

Conclusion 230

Notes 231

8 Conclusion 233

Observations About the Study Interviews 233

Strong Consensus 234

Mixed Opinions 237

A Final Note 239

Note 239

Index 241

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