One's "Contacts" are not the sole indicator of Government Relations Success

What counts more for you in developing effective government relations: the level of contacts one has or the basis of understanding one has for the political process? Over the years of working with associations in advancing their cause before government, one of the common threads that comes up is in the following question: “What contacts do you have in...?”

Clients can tend to be impressed by the contacts you have but at the same time, I get rather nervous when the focus is on that and in fact, I believe the point of their question misses the mark.

Let me explain. First, one’s network is one spends a long time building and my natural inclination of anyone who goes around name dropping is to be suspicious. There's a risk that this can come back at you when those with whom you have built a rapport use their friendship with you in a way they might not have approved of originally. Second, there's always the risk you can get into problems even if based on perception that you're in the business of influence peddling.

My experience is that understanding of the process will trump contacts most of the time. People change in posts but a good solid understanding of what make the system work and where the opportunities exist is the mark of a truly successful government relations professional. Now, I won't say that someone who has never worked in politics can be an immediate success. However, contacts will get you only so far if you don't first off have the relationship building skills to build the rapport needed for trust to occur.

In my years of experience in public affairs, I have been successful in advancing non-profit causes because of my background in the causes they represent, my understanding of the principles of good policy development and how to communicate them to legislators.

What are your thoughts?

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Mark Buzan is Principal of Action Strategies, a GR Consultancy for non-profits. If you have questions on how you feel your organization could benefit from legislative monitoring services or even undertaking a grassroots advocacy initiative. Subscribe now to his Lobbying tips newsletter at www.actionstrategies.ca