ILMA Compoundings - October 2020 - 25

good at that - then a connection can
be made," he said. "Keep in mind how
your issue will affect their constituency
in a positive way."
Anyone elected to an office is
typically a people person, Fanning
said. "They know how to interact with
people. They'll put you at ease, and it
really isn't a problem," he said.

Connecting With Staff
While members of Congress are often
sought after, staff relationships are
incredibly critical and valuable. "They
are going to be key, because staff is
much more readily available than is a
member," Lowry said, adding that a
lot of members are stretched thin on
where they can place their attention.
"Staff are much more specialized."

For example, a staff member who
handles transportation issues can get
much more in-depth on topics and
has more time to discuss them than a
member of Congress. "Staff probably
have researched the issue and been
involved in developing the legislation
and can be much more nuanced than
the member of Congress can be in the
course of the meeting," Lowry said.

Creating a Connection
"Going in, your first statement has
to be why you matter," Fanning
said, adding that constituents can
share information on how many
manufacturers ILMA represents, who
their biggest customers are and how
many votes they represent. "Tell them
what your organization is and why it

matters to them, and they usually start
paying attention after that."
Lowry recommends that those
seeking a meeting tie the issue to the
member's district. "As staff, you're
trying to balance the benefit for the
district, the best way for the member
to represent the district and the best
policy. In a perfect world, those match
up, but that isn't always the case," he
said. "Those are situations where you
need to know what is going on in your
district, and constituents have to be in
constant communication with staff."
Barbara Kudis, president of Allegheny Petroleum Products Co., said
she focuses on state and local officials.
She explained that, in general, elected
officials want to know more about
the company and how many jobs it

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ILMA Compoundings - October 2020

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