Civil Air Patrol Legislative Day 2018 Effectively Educating Your Legislators about CAP
The National Government Relations Staff John Swain, Director Government Relations Lt Col Gerald Marketos National Legislative Coordinator Responsible legislative efforts at the Federal level Lt Col James Nova National State Legislative Coordinator Responsible for legislative and liaison efforts at local and state levels Lt Col Lindsay Shipps Special Projects Coordinator Responsible for special projects and assignments such as the new GVR website
Questions Needing Answers Why are we here? What are we expecting to accomplish? Do your representatives really understand who we are and what we do? Who is the face of the Organization? What do we say, who says it and when do we say it?
What are we Going to Do? We are here to: Sell ourselves: our commitment; our accomplishments; our service to our communities Deliver our talking points and need for funding Reward our legislators for their support, as appropriate. How? Arrange DC and Local Photo Ops Establish meetings in the District/State Have Legislator and Key Staff join the Congressional Squadron
Effective Communication If possible, use cadets as Presenters Look at personal items in the office and discuss Legislator s or Staffer s personal interests Determine Legislator s legislative interests bills introduced or supported Determine Legislator s attitude toward the military Deliver State folder and talking points sell the need Establish local contact(s) and have local meetings (cadets) and local photo ops
Effective Communication Explain our positive impact on the health, safety and welfare of the citizens of the state and district number of missions, number of saves, number of finds and the approximate number of hours of volunteer and family time and non-reimbursed out-of-pocket dollars spent by wing members and their families in support of our training and missions (Ask me how to calculate these items)
Effective Communication (cont d) Learn when to talk LTL? Watch other party s reaction, change tack of necessary Use your ears more than your mouth Know your stuff - don t fumble around for a response. Try not to use crib notes; it is unprofessional Don t BS an answer. If you don t know, say so
How Can You Make a Lasting Impression? Be unique Be yourself Be brief Be polite and respectful Try a different approach Close with a strong Value Proposition What is it?
Make a Lasting Impression Why is making a lasting impression difficult to do? Consider the Representatives and Senators schedules. Raise money/meet with funding sources Get elected Hire staff Serve on committees, subcommittees and in caucuses Write, propose and support bills Meet constituents in DC and in their district/state Meet Lobbyists in DC and in District/State Return often to District/State (almost every weekend) Give speeches, receive recognition Promote their effectiveness and their new campaign
Making a Lasting Impression Get Ready, Get Set, GO The 30-60 second elevator Speech What do you say? When do you say it? Who says it? How do you make it and you rememberable?
Making a Lasting Impression Avoid these 5 tactical mistakes when trying to influence your audience: No Threats Inflexibility harms your case Insure you have allies Do not ignore your defense if challenged Shortsightedness is detrimental think long term
Making a Lasting Impression Positive Statements to Make a Lasting Impression: For our volunteers, particularly our Cadets, we teach: Integrity; Excellence; Respect; Leadership; and, Volunteer Service We are an integral part of the Air Force s Total Force : Active Duty Reserve Guard - CAP Our unreimbursed financial commitment and volunteer hours are unparalleled (give numbers)
The Elevator Speech - Literally! How long? What s in it? What is the Ask? It is a 30-60 second speech that states: who we are; what we do; offers strong benefit statements; states why they should care; focuses on why funding is so critical to support our service to our communities (federally, we are not fully funded). Emphasizes that we are a part of the Air Force Total Force and a well-established force Multiplier.
The Elevator Speech - Literally Insure that your objectives in the speech are SMART: Specific Measurable Achievable Relevant Time Oriented In other words: what do we want; why do we want it; can it be done; by when; what would it mean to us
Senator Burr, R-NC, welcomes seniors and cadets from the North Carolina Wing to the U.S. Capitol
The Legislator and the Staff Things to discover (we all like to talk bout ourselves) - - - Before the meeting: Who they are? What they do? How influential are they? On what committees to they serve? How do those committees impact CAP? (You should know all of this in advance of the meeting) Do not forget to focus on the senior staff: they are key
Making the Presentation (cont d) Bring CAP to the Legislator, not vice versa Rehearse, Rehearse, Rehearse Do not state political or policy opinions even if asked Leave your CAP business card Look professional- grooming and weight standards bungee cords on jacket buttons or Velcro on waistbands are not acceptable It ain t over till it s over until the money is actually appropriated
Making the Presentation (cont d) Send thank you letters as an e-mail attachment signed by the Wing CC, the GRA and the Cadet(s). Snail mail take weeks to be delivered due to security checks Keep in touch via social media and e-mail Invite Legislator and key staffers to events such as: OPEX; State and Region annual conferences; Cadet promotions
Making the Presentation (cont d) Understand: a promise is a promise; it is not action. Only action is action Confirm action has actually been taken by following up with an e-mail. Check to make sure your e-mail hasn t been routed to SPAM
The Reality of Politics Although your representative(s) may be on your side and may want to work to support your efforts, your representative(s) have to: work on many different teams (committees); introduce or be asked to support many different bills; and, work with party leadership.
Senator Manchin, D-WV, and Colonel Dennis Barron, WV Wing Commander
Summary Be positive Be friendly Be polite Be prepared to make an elevator speech Be Yourself Any questions? Good Luck! RELAX
Your Presentation The Elevator Speech Based on what an elevator speech should contain and what you need to impart during your visit, prepare an elevator speech before your meetings
Leg Day Tips Increased funding is CAP s top priority Having a cadet present is always a good thing Make the ask before you leave Leave Talking Points behind Follow-up later with written thanks for the meeting 24
Additional Leg Day Tips It is vital to connect the dots between CAP s legislative issues and the district/state Designate a team leader for every meeting Think elevator politics a focused quick pitch Build good relationships (integrity/trust) Promises to vote for CAP mean little. Actual votes for CAP are what matters 25
Leg Day - Advise and Educate 1 2 3 Simply tell the CAP story both local and national Explain the need for increased funding Ask if CAP can follow up with budget details 26
NEVER Ask for/accept wing funding/earmarks Forget you are representing CAP Talk politics on the Hill with anyone Wear your uniform improperly Provide/discuss information you are not authorized to give or you do not truly understand 27
Thank You for Your Service!