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Lessons From Detroit (Part 1): To Get What You Want, Try Asking

Posted by Gayle Kesten Friday, Dec 19, 2008, 12:56 PM ET

Ages ago, I worked with an art director who always had the boss' OK to pay top dollar for whatever she needed to run her department -- freelancers, illustrators, designers, etc. Meantime, my copy desk was one person short, and writers were being handed extra articles already overdue at the time of assignment.

I anguished in silence for some time -- until I finally realized said art director's magic trick: She asked for what she wanted. And in an instant, my resentment transformed into pure admiration for her, and a kick in the pants for myself.

It's a lesson I carry to this day, the "can't hurt to ask, what's the worst a person can say" mentality. It's also one that applies to microbusinesses, according to a USNews.com blog by Dawn Rivers Baker, who is editor and publisher of The MicroEnterprise Journal. In her post, the "art director" is Detroit's big 3 automakers: "Whatever your opinion of Bob Nardelli, Alan Mulally, and Rick Wagoner, you have to admit that it must be nice to be able to ask lawmakers for whatever your business needs," she writes.

Her point being, that's exactly what you can, and should, do. Here are Baker's five tips for becoming a "microbusiness policy mover and shaker," though they're valuable for any type of business engagement:

• Develop relationships with legislative office staff. Your first point of entry into your congressional representative's office will be through his or her staff. The staff is the group you will work with and they are valuable contacts. Don't turn your nose up at them and demand to see the boss.

• Relationships should be mutual. Bear in mind that your contact with your congressperson's legislative office should be a two-way street. You know what you want. Consider yourself a resource for them, too.

• Be specific. You don't want to offer your opinions on life, the universe, and everything. Being broadly general will get you nowhere. Come into meetings armed with specific bill numbers, legislative proposals, or federal regulations to discuss.

• Don't just complain; offer solutions. If you want the congressperson to support or oppose something, say so and say why, but also be prepared to offer a better solution.

• Tell stories. The best way to get your point across is to describe exactly how a given proposal will effect your business in human terms. Facts and figures can be impressive, but a good story makes a stronger sale.

More: Lessons From Detroit (Part 2): You Screwed Up -- Now What?

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