“How Lobbying Works”
Bertram Levine
Chapter 2: The Lobbyists Professional World
How Lobbying Works
Lobbyists are Sales People: (10)
Sales People Must Know their/the Territory
The Territory:
“Inside the Beltway”
Neustadt: the “Washington Community”
Principle Targets: Lawmakers and their Senior Staff
How Lobbying Works
Congress: Diverse Institution (Culturally, Politically) (10-11)
Lobbyists: Need to have a large Inventory of Relationships, Cannot rely on
one or even a small group of lobbyists.
Focus of Chapter: Lawmaker:
Why: Lawmaker’s World is the Lobbyist’s World
How Lobbying Works
Types of Lobbyists/Legislators (12)
James Payne: Status versus Program
Work Horse versus the Show Horse
How do these competing roles effect:
1. Status
2. Reelection
3. Influence in Congress
4. Specialization
How Lobbying Works
Work Horse versus the Show Horse
Most Leg try to have it both ways (14)
Research: David Mayhew: Influence of Elections
Leg behavior is shaped by need to get reelected.
This leads to three (3) types of Behavior:
1. Advertising
2. Credit Claiming
3. Position–Taking
How Lobbying Works
Research: John Kingdon and John Hibbing (13)
Specialization increases influence: need to have an expertise.
Rules to Live by: For Lawmakers and Lobbyists (13)
1. Know the Process
2. Have Subject Expertise
3. Know what is possible
How Lobbying Works
Lobbyists and Legislative Types: (16)
Lobbyists have to pay attention to what “type” of legislator they are dealing
with.
Q: Which type of Lobbyists is best to work with?
How Lobbying Works
The Legislative Environment (17)
Life of a Lawmaker:
1. Very Busy
2. Pulled in Many Directions
3. Information Starved: No Time to Think
4. Reelection Aware
5. Defensive: Need to think about impact, and response of colleagues to
leg proposals
6. Peer Sensitive: Work horses are respected
How Lobbying Works
Congressional Culture (20)
Congressional Structure (24)
Legislative Staff (25)
Personnel Staff (26)
Committee Staff (27)