Here's how to reach your representatives
Here's how to reach your representatives
Beltway insiders offer tips for grass-roots lobbying
(Editor's note: This is the first of a two-part series that will give you tips on getting your message to legislators who make decisions that affect the way you do business and provide patient care. Next month we'll give you information on the best way to make an impression on your congressional representative with a site visit.)
Every home infusion provider is affected by legislation on the federal and state level. But what are you doing to make sure your representative is making an informed decision for constituents? Interest groups send wave after wave of lobbyists knocking on the doors of our elected officials. Home infusion providers need to join their ranks to shed light on the real-life effects of legislation on patient care.
One person can make a difference, according to national health care associations.
"Grass-roots lobbying efforts are probably the heart of advocacy because the small providers have the power of the vote," says Judy Ressallat, the director of legislative affairs for the National Association of Medical Equipment Services (NAMES) in Alexandria, VA. "When a lobbyist goes to the Hill, that lobbyist is representing a trade association and may not know anything about the legislator's district or state. Providers should use their power to put the legislator in or out."
Erin Bush, the assistant director of governmental relations for the Health Industry Distributors Association (HIDA) of Alexandria, VA, says many people underestimate the power of the vote.
"People don't see grass-roots as a priority, and the worst mistake is to not do anything and have the feeling that you have no impact," says Bush. "The truth is, the squeaky wheel gets the grease, and people will pay attention to you as long as you are raising a sound argument."
With the power of your vote behind you, use these tips to make a difference:
1. Don't wait. A common mistake many home infusion providers make is waiting to contact their congressional representatives until they need something. If that's your strategy, you're starting off on the wrong foot, according to Tim Redmon, the director of regulatory affairs for the National Home Infusion Association (NHIA) in Alexandria, VA.
"The main thing to remember is never go to the Congressman with your introduction being that you have a problem, because right away you're at odds," he says. "If you say,'I've got a problem, you've got to help me,' he's saying,'Who are you and what's your story?'" The key to getting your voice heard is forging a relationship with your legislators, rather than going to them only when you're in need.
"Some establish a relationship by making a phone call, or going down to the district office to volunteer to stuff envelopes or do something, and that's the way to start the ball rolling," notes Redmon. "You don't have to do a lot. You can just lick some stamps for him."
Ressallat agrees that establishing a relationship should come first. "Think about your legislators as people," she says. "They hold office, but the people put them there."
2. Start at home. There's no need to travel to Washington, DC, to be heard, either. Grass-roots lobbying can be quite effective when you catch legislators in their district offices.
"All legislators maintain local offices, and that's the key to the grass roots," says Ressallat. "You don't have to go to DC to see your legislator when you can visit their local office. Legislators have a lot of recesses to conduct business in their local office, so that's a wonderful opportunity to visit."
3. Drop a note in the mail. However, you don't have to meet face to face. There are more efficient ways to have your voice heard, according to Ressallat. Her suggestions include letter writing. "Send a postcard, saying'I saw your name in the paper, congratulations,'" or thank-you notes if the provider appreciates how the legislator voted on a certain issue, she suggests.
4. Don't forget the staff. Congressional staffers are a critical link between the local office and the legislator, so forge relationships with these individuals as well. In fact, Theresa Forster, vice president for policy for the National Association of Home Care (NAHC) in Washington, DC, says you may interact more with staffers than legislators. "Many times you won't get an appointment with a member but you will with a staffer," she says. "Because Congress is getting involved in increasingly technical areas, legislators rely on their staff."
5. Use the media. If you want to make more of an effort than correspondence with your district office, Redmon says to write a letter to the editor of your industry newsletter or local newspaper saying that as part of the health care community you support your legislator. Or, hold a fundraiser to make your community aware of your legislator's good deeds.
These types of efforts help you establish a working relationship rather than asking for support on an issue out of the blue.
"People should remember that they are going to be in the home infusion business for a while, and your legislator is going to be in Congress for awhile, so why not get together and learn each other's business," says Redmon. "It's a long-term effort, and it should not start with a problem. Even after a problem is solved, don't turn your back on your legislator. Say,'Next time maybe I can help you.' It's a long-term commitment."
6. Don't overstay your welcome. That's not to say you want to barrage your legislator with correspondence, says Forster. "We recommend getting in touch when you have something to say but not driving legislators crazy," she says. "Make sure your communications always have a point and they are pertinent to what is going on in the Congress."
7. Keep your message personal. Redmon cautions against one common mistake when you embark on a letter-writing campaign. "If a letter is real, it works. If it's not, it can backfire terribly," he says. The problem is many providers receive a letter from their national organization recommending that providers contact a legislator and proceed to use the letter improperly.
"Some people take the letter, send it straight to the congressman, and say,'I believe in this,'" says Redmon. "If the congressman then gets 5,000 of those, that's a set-up and it makes legislators angry because they have to answer all those letters. On the other hand, if he sees that same type of language and message come through in a typed or handwritten letter, that will make a big difference."
Redmon adds that you shouldn't be afraid to hand-write a letter, as such an effort makes the message more real and personal. In fact, he says such a low-key approach in establishing a relationship is often best.
"Most people don't do grass-roots lobbying because they think they don't have the money for it and they don't know how to do it, but when you get too slick it backfires on you," he says. "It's almost better not to know how to do it and just go out there and meet your legislator. If you see a town meeting, encourage your employees to go. There are things you can do that don't cost anything. He needs volunteers and you can be one of those."
8. Educate your legislator. Grass-roots lobbying is much more than establishing a relationship with a legislator and his staff and then expecting votes to fall your way. Creating that relationship simply gets your foot in the door and shows your legislator that you are a legitimate business. Once a relationship is established, it's time to become a teacher.
"Look at lobbying as the art of education and influencing people, not some magical, mystical kind of thing," says Ressallat. "It is simply educating the legislator that is from your district."
Once you're in regular communication with his office, don't go in with a chip on your shoulder. "Don't be self-serving," says Ressallat. "You want to stay focused on the patient. And don't blame your legislator and say,'I thought you should have done this instead of this.' They hear enough of that. Go in with a positive attitude of doing what is necessary to educate them."
If you go in with the proper attitude, the legislator will see you as more than a constituent. "He or she will also see you as a potential resource to learn about home care and health care," says Ressallat. "Provide the legislator with a packet of information about your company and tell them you would be happy to be a resource for any health care issues they have questions about."
9. Don't forget state officials. Forster says you should not limit your lobbying effort only to your federal legislators. Your state government is another target. "Write to your governor and say,'This is a federal issue but it is going to have a tremendous impact on Medicaid outlays so we think you should weigh in with Congress on these issues," she says.
Also use the clout of local organizations. "Contact local seniors and consumer groups," says Forster. "Sometimes local organizations can help influence the way a national organization flexes its political muscle."
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