where'd the summer go?

Well, I guess it's been quite a while since I posted. Thanks to everyone who has dropped a line with questions and my apologies for being a little lax in my postings. I probably won't post as often until session starts, but I thought I should at least drop in since it's been so long.

In reading my last post, I lost my fourth client, but as of yesterday, I picked up another client, so I'm back up to four. This one is a little different since it's a life science company and outside of the primary focus for my firm. All of my other clients and my focus to this point has been on the insurance and financial services industry.

The reasons for my taking on this new client are several, but in no particular order they are:
1) The work they need done is a fun challenge
2) The primary contact I have at the company is a friend of mine who I respect a great deal
3) I felt like I needed to diversify my firm a little since I fear federal regulation/take over of insurance so I am not 100% confident insurance will stay a state-regulated product for the duration of my career

The work this new client is wanting deals with my selecting and managing a federal contract lobbyist for them, crafting a long-term government affairs plan and some long-term business goals. The work I'll be doing has some involvement with the insurance industry, so it's not completely outside my wheelhouse, but at least the company's main focus is not insurance, so I"m quite pleased.

It's quite a rush to get that next client. As I've said before, it's not just about the financial gain. I like helping solve government issues for groups. It's like putting together a puzzle. It's not rocket science, but it's cool when I can see the path to fixing a problem and to a client/prospect, it's like I'm Moses leading them through the desert. Of course I recognize there are times when I make mistakes or can't accomplish exactly what I want for the client, but that's all part of the challenge as well. It's knowing your strengths/weaknesses, allies/foes and knowing how to get the goal accomplished.

I'm very fortunate to be doing what I love. I am thankful every day I get to do what I do and be my own boss.

Keep the questions and comments coming. Good to all you students and readers who are looking at lobbying as a career change. I can't imagine doing anything I love more (expect when I retire as a fishing guide).

Client growth & conflicts

Last week, I got a phone call from a friend who mentioned a couple of issues that were circulating through the legislature that might present an opportunity for me to offer a group additional representation. (The group already has a lobbyist, but they are in a tough fight and could use more help).

Well, I called my ONE signed client to see if they objected to my advocating for this other issue and they said yes they would be opposed. Admittedly, their position is understandable and I don't write this as an statement on their objection, but rather to point out the fact that client conflicts are a part of the business.

I have made it a point with my little start-up firm to ask my existing client(s) if they oppose my taking on a new client. I just feel like if someone had enough faith in my services to pay me in the first place, then they will take priority over new clients. I want to keep clients for the long-run, not just blowing where the dollars go.

From my perspective, a good lobbyist is one who understands the issues impacting his/her clients, but also understands the company or group they represent. This takes time. Other clients without conflicts will come along.