The feeling among many leaders in private industry is that government has no role to play in our economic system. I heard this sentiment expressed often when I first began working at UnitedHealth Group, a company operating in one of the most heavily regulated industries on earth. While it’s healthy for our democracy to have an ongoing debate about the size and role of government, businesses and organizations need to appreciate that, at present, the government is involved in regulating the economy and that fact is not going to change any time soon. As such, it’s imperative that a company operating in a regulated environment invest the time to build constructive relationships with government regulators.
Many organizations make the mistake of engaging a government relations firm or consultant only after government takes some action which threatens their business model or a particular product line. The optimum time to begin building relationships is well before you need something from a policymaker. Lead with your expertise. Lawmakers and their staff want to look like the smartest guys in the room so if you introduce yourself and offer to share your expertise with them, no strings attached, they’ll be more than happy to strike up a friendship.
Don’t let this introductory meeting end with one power point presentation. Offer to meet with their colleagues and staff. Propose quarterly or semiannual briefings to keep them abreast of the latest industry trends. Invite them for a site visit to your plant (with reporters in tow) so they can see your product in action. Once you become a known quantity, you’ll likely be asked for your opinion before a contemplated change is made.
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