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.
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Table of Contents
1. Introduction
The Interviews and the Survey
Research Regime, Significance, and Scope of the Investigation
Organization of the Book
2. The Lobbyist’s Professional World
Types of Lawmakers
The Legislative Environment
Congressional Culture
Congressional Structure
Legislative Staff
The Client
Legislator’s Incentives
Conclusion
3. Red Flags
Covert Activity
Assets for Hire
Campaign Contributions: The 800-Pound Gorilla
Conclusion
4. Political Capitol: Gains and Losses
Anticipating Capitol Gains and Losses: Key Factors
Conclusion
5. Inside the Door (and Beyond)
The Office Meeting
Tactical Best Practices
Tactical Missteps
Conclusion
6. The Lobbyist’s Ask
Forms of the Ask: Enlisting Support from Other Members of Congress
Hands-On Legislating
Lobbyists and the Executive Branch
The Peripherals
Additional Action Requests
Conclusion
7. Designing and Executing a Lobbying Campaign
The Core Elements of a Campaign
The Strategic Plan
The Importance of Tactics
Conclusion
8. Conclusion
Observations About the Study Interviews
Strong Consensus
Mixed Opinions
A Final Note
Bio(s)
Bertram J. Levine, Rutgers University
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 PhD, 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.
