Association advocates turn to new ways to maintain relationships, influence Congress and seek common ground

When the House of Representatives began its marathon 15-vote drama to elect a speaker recently, lobbyist Kirsten Sutton got a warning sign of what dealing with intraparty struggles and divided government may be like for at least the next two years.

"I've been watching with bated breath," said the top lobbyist for the American Bankers Association. "And that's why our relationships are so important to continue to move the ball forward and make sure that we are getting progress and not just gridlock."

Sutton is one of four government relations professionals being honored by Association TRENDS and CEO Update as Leading Association Lobbyists for 2023. The awards are part of the annual Salute to Association Excellence.

The other honorees are Ross Eisenberg of the American Chemistry Council, Brian Wolff of the Edison Electric Institute and Tommy Goodwin of the Exhibitions & Conferences Alliance. All have their congressional work cut out for them with an extraordinarily rough start in the House.

[Related content: Up close with the four Salute to Association Excellence lobbyist honorees]

But even without the historic leadership squabble among Republicans adding more uncertainty, an unusual trio of challenges complicates their work to lobby Congress and the federal government on behalf of associations.

A new session of Congress always poses logistical challenges in introducing association issues to newly elected members. The COVID pandemic and post-Jan. 6 security concerns also complicated in-person meetings with senators, representatives and aides. Visitors needed escorts within Capitol office buildings. Escort requirements have just ended, Capitol Police confirmed, allowing advocates to roam the halls and perhaps linger outside hearings.

"That's a huge opportunity" for lobbyists, said Eisenberg of the American Chemistry Council.
But while lobbyists prize easier in-person contact, some members of Congress have discovered benefits of remaining virtual beyond security and COVID safety.

On Capitol Hill, "they've figured out that it is more efficient and they can do more meetings by virtual," observed the Edison Electric Institute's Bryan Wolff. "That's what the pandemic sort of led us into. I think the Hill is not going to change from that."

Most daunting is the math of a divided government with Democrats narrowly holding the Senate, Republicans holding a bare majority in the House, and a Democratic president.

"For that reason, I think it's unlikely we will see broad sweeping policy changes enacted into law," predicted Sutton. "But that doesn't mean we can't get anything done. …While it can be painful at the end of the day, I think there is a bipartisan interest in keeping the government functional."

"You won't get the ‘Grand Bargains' we were used to in a unified situation," like last year with the presidency and both houses of Congress headed by the same party, said Eisenberg. "But you'll get smaller victories. …You have to find the middle."

Others agree that expectations will be lower in the 118th Congress: "All the partisan overlay (makes) it a lot easier to not pass a law than it is to pass a law now," said Goodwin of the Exhibitions & Conferences Alliance.

Even beyond partisanship, Goodwin said "there are multiple kinds of gridlocks" that also can bring a comparative logjam. One is the "historical" legislative production of the past two years, he said.

"The 117th Congress was one of the most consequential and productive Congresses in recent memory, so it would be hard for the 118th Congress to match that—even without the prospect of divided government," Goodwin said.

The four lobbyists describe a number of challenges and trends:

A high rate of turnover. Goodwin pointed to a statistic showing about half of the new House members will have served two terms or less. "That, in and of itself, just puts an institutional brake" on progress, he said.

Lobbyists, who depend on personal relationships, face the time-consuming task of introducing themselves and their issues to new legislators. Eisenberg will focus on a "really big reengagement opportunity" with so many new members.

A high point for Eisenberg's association was the 2016 update of the Toxic Substances Control Act. But the influx of new legislators means roughly "two-thirds of the Congress doesn't have the muscle memory of hearing about chemical issues" from major legislation passed "just six years ago."

New ways of meeting. "Every one of those lobbying groups have had to deal with the pandemic" Eisenberg said. "An industry that was built on in-person relationships, all of a sudden, not being able to do that."

The solution was to go to virtual meetings, especially for large groups of association members traditionally flying into Washington for annual meetings with legislators and their staff.

Virtual meetings mean "we can bring people from around the nation at the drop of a hat," Goodwin noted. "Even in our case around the world, without the logistics and headaches of what it takes to bring people together from afar."

Since addressing the backlog of U.S. visas for foreign conference attendees is an issue for ECA, technology also allows Goodwin to use the input of those who can't travel.

EEI now wants every conference room outfitted with videoconferencing technology. "We'll meet you where you are," said Wolff. "It's not either/or" between in-person and virtual. "It's both."

"Over the long term, I think a hybrid approach is here to stay," Wolff said. However, "we've had hundreds and hundreds of meetings virtually, but I can tell you when it really mattered, we were in the office."

Sutton noted another major benefit of virtual technology: As a mother, she doesn't have to choose between her job and raising her son. "The opportunity to work from home … that's been such a wonderful development for working parents," she said.

But as the new session began with unpredictable congressional days and nights, "there's some danger to that too, because it makes it harder to be fully unplugged from work."

New technologies. Goodwin has old-school experience working with AARP's "largest grassroots army in America." But now he utilizes predictive analytics to extend his reach as ECA's sole employee.

Though it doesn't replace personal contact, Goodwin said analytics are especially helpful in tracking legislation across 50 states: "It allows folks in Washington, D.C. to have an impact…that maybe x number of years ago wouldn't happen."

Greater emphasis on coalition-building. "We've got a whole new set of tools in which we can drive deployment. The No. 1 thing is how we show up with these other groups," Wolff said.

While "it's a lot of work, keeping everyone on message," Wolff said it also delivers results. "We wouldn't have been able to get the Inflation Reduction Act and the clean energy tax credits over the finish line had we not partnered with organized labor."

Coalition strategy can indeed "make for strange bedfellows" on areas of mutual interest, Sutton said. For example, her CEO at ABA recently collaborated with the CEO of Better Markets, which has criticized the banking industry, on a joint opinion piece calling for cryptocurrency regulation.

"There were a lot of eyebrows raised on Capitol Hill when we sent that across the transom," Sutton said.

"There's a tremendous amount of joint advocacy that's taking place" in her financial services area, she said. "I think that trend is going to continue for the next two years—and maybe many more years to come."

Retaining the personal touch. Along with its benefits, technology brings the problem of "digital clutter," noted Goodwin. He cited a statistic that in 2001, the average House office got 9,300 inbound messages from mail and email. By 2017, that yearly number was 123,000.

With "the proliferation of email and identical mass-email campaigns, it's more like finding a needle in a haystack" for heavily burdened congressional staffers looking to address issues of interest, Goodwin said. He sees an opportunity to cut through the clutter.

"Someone who will help make those connections for them in the form of a lobbyist … that becomes very valuable to them," Goodwin said.
For lobbyists in a challenging political era, "the talent is knowing which lever to pull," observed Wolff, "and when."

UP CLOSE WITH THE HONOREES

Brian Wolff

Edison Electric Institute

Chief strategy officer and executive vice president, public policy and external affairs

First job: I started my career in Washington as a producer and copy editor for the Washington Bureau of CNN.

Pivotal career moment: Leaving the Democratic Congressional Campaign Committee and the Hill in order to join the Edison Electric Institute and help America's electric companies plot the path toward a resilient clean energy future.

Proudest achievement: Helping to build the coalition of electric companies, organized labor partners, and environmental leaders needed to finally pass transformational infrastructure and climate and clean energy legislation.

Something most people don't know or would find surprising: I have a huge infatuation with studying past presidents. Being selected to participate in the Presidential Leadership Scholars Program, based on the experiences of presidents George W. Bush, Bill Clinton, Lyndon B. Johnson and George H.W. Bush, was such a surreal experience for me.

Words of wisdom: Proper planning prevents poor performance. Nancy Pelosi taught me that and I live by that every day.

Kirsten Sutton

American Bankers Association

Executive vice president of congressional relations and legislative affairs

First job: I worked on a hotly contested congressional campaign right out of college—not because I was interested in a career in politics but because I needed a job. My boss won his race and offered me a job in D.C.

Pivotal career moment: Becoming a parent has transformed every aspect of my life. There was a time when I was fully consumed by work, but through some very difficult and painful circumstances, I gained a new perspective on what matters most. And I gained more empathy and understanding for so many other people who are carrying their own burdens and sorrows in the workplace.

Proudest achievement: Serving as the youngest Republican staff director in the House of Representatives (at the time). My proudest recent achievement was working on behalf of ABA members and alongside others in the financial services industry to successfully prevent legislative expansion of the Durbin amendment, which would have caused significant consumer harm.

Something most people don't know or would find surprising: I am an Air Force brat and moved 10 times before starting high school, including living two years in South Korea.

Words of wisdom: Treat everyone with respect until they give you a reason not to! Not only because it's the right thing to do but also because this town is very small. Be kind and help others whenever you can.

Ross Eisenberg

American Chemistry Council

Vice president, federal affairs

First job: Litigation associate, Greenberg Traurig LLP.

Pivotal career moment: When I took a risk (and a pay cut) to leave law practice and join the U.S. Chamber of Commerce as a lobbyist.

Proudest achievement: I'm proud of my policy victories, but the thing I'm proudest of is all the people who worked for me who are now doing great things. CEOs, heads of DC offices, executive branch, senior congressional staffers. I'm honored to have been a key part of their career success.
Something most people don't know or would find surprising: I spent a decade doing pro bono legal work representing defendants in capital murder cases.

Words of wisdom: Trust the people around you; they are there for a reason. A great team will always beat a great individual performance.

Tommy Goodwin

Exhibitions & Conferences Alliance

Vice president, government affairs

First job: Government Relations Associate with StorageTek (now an Oracle subsidiary) in 2000.

Pivotal career moment: Spending nearly 10 years at AARP and learning from some of the best lobbyists, advocates, and leaders in the association world.

Proudest achievement: Advocating on behalf of the amazing and resilient men and women in the face-to-face business events industry during the pandemic.

Something most people don't know or would find surprising: I am a baker. Holiday cookie-making takes months in my house!

Words of wisdom: Always take the meeting!