Civil Air PatrolLegislative 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 PresentationThe 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

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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

Leg Day Tips

Additional Leg Day Tips

• 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

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It is vital to connect the dots between CAP’s legislative issues and the district/state

Leg Day - Advise and Educate

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1

Simply tell the CAP

story both local and national

2

Explain the need

for increased funding

3

Ask if CAP can follow

up with budget details

NEVER

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• 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

Thank You for Your Service!