VIEWPOINT: It's All About Relationships

For years the National Pest Management Association (NPMA) has invited  leading Environmental Protection Agency (EPA) officials to appear before its members at Legislative Day. More often than not, the EPA has respectfully declined. That is, until this year when EPA Administrator Christie Todd Whitman graciously accepted their invitation. So what changed? A couple of things. First, after years of paying their dues, Bob Rosenberg and Gene Harrington of NPMA have developed a solid reputation as honest industry “brokers” within the halls of EPA. Second, Dick Sameth, vice-president of Western Pest Services, has been an active participant in New Jersey politics and was able to put in a good word for NPMA with Whitman’s representatives. Third, and perhaps most important, as the former governor of a major industrial state, Whitman understands that there must be a balance struck between responsible environmental oversight and the needs of small businesses to operate free of overly burdensome environmental regulations. According to Whitman, “Somebody once said that EPA’s regulations are a little like cockroaches — for every one you see there are 12 you don’t,” a comment that drew raucous applause from the PCOs attending a Legislative Day luncheon. “A part of our commitment is to make sure that we are not doing our regulatory work in the dark and that we are not doing it away from the view of those impacted by the regulatory process,” Whitman added.

We couldn’t agree more, particularly considering what’s at stake: protection of the public’s health and property. Whitman’s historic appearance at Legislative Day illustrates the power of relationships, an important lesson for every PCO, not just those involved in grass-roots lobbying efforts. If Rosenberg and Harrington had thrown in the towel after being rebuffed by the EPA for so many years, they wouldn’t have been in a position to gain access to the Administrator as their colleagues within EPA rose through the ranks of the Agency. If Sameth hadn’t invested his time and energy in cultivating his relationship with elected officials in New Jersey, he wouldn’t have developed credibility with such a high-ranking public official as Christie Whitman.

What can PCOs learn from this example? Effective lobbying is a long-term process. Don’t expect results overnight. It is only through years of hard work and dedication that one builds credibility with public officials. Remember, it’s all about relationships, so if you want to have a long-term positive impact on the industry, begin building a personal relationship with your elected representatives now. It will pay off down the road. Just ask Bob Rosenberg, Gene Harrington and Dick Sameth.

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The author is publisher of PCT magazine.