A site for sore eyes: Show your legislator, don't tell
Getting your representative to your office
You've called, you've written, you've done the volunteer work. All the correspondence and goodwill helps, but it may not do as much to educate a federal legislator about home infusion as showing him or her firsthand what you do and how federal legislation ultimately affects your patients, who are also the legislator's constituents.
Bottom line: There is no better way to make a point than to let your staff and patients do the talking. Here's how to not only get a legislator out to your office, but how to make the most of the visit.
Don't bother chasing your congressperson around Washington, DC. Work through the legislator's local office to schedule a site visit for when he or she will be in the district.
"Work with the district office," says Tim Redmon the director of regulatory affairs for the National Home Infusion Association in Alexandria, VA. "They know his schedule better than he does."
But you've got to have a reason for inviting the legislator. It's best to appeal to the legislator's political side, as well as offering to be informative.
"If you're starting out at ground zero, you need to start with: 'I'm sure the congressman was involved in the Balanced Budget Act, and I'm sure he's interested in its effect on his constituency. We would like to show him what we're doing so he knows how this is going to affect many of his constituents in his area,'" says Redmon.
Such an invitation makes a lasting impression because it proves you're willing to show the lawmaker what it is you do first hand.
"He sees you're not a fly-by-night outfit, and that you're being honest because you're inviting him out," says Redmon. "There's nothing to hide, and you're not a shabby outfit like he's hearing about in the industry. Even if he doesn't come, you've made the effort, and maybe next time he will answer your letter or return a phone call."
Be flexible
If the invitation is accepted, make sure you write a letter confirming the appointment as a way of saying thank you. Note that the legislator may have to cancel or reschedule at the last minute. If that happens, take it in stride.
"If he doesn't make it, write a follow-up letter and say, 'We're sorry you couldn't make it, but we're going to work with your district staff to make sure you can make it next time you're in,'" says Redmon. "It shows that you're around for the long haul."
Don't be discouraged, either. Members of Congress have hectic schedules, and a visit to your office may be the first item dropped to squeeze in an important last-minute meeting.
"You have to be patient as far as when you are actually going to have the visit," says Erin Bush the assistant director of governmental relations for the Health Industry Distributors Association of Alexandria, VA. "It happens a lot that something comes up and they have to cancel. Be willing to be patient in rescheduling a time."
The visit itself will depend on your planning ahead of time. Did you ask the district office if they would mind press coverage? If so, a trade publication or local newspaper likely will want a photo of the legislator meeting constituents.
If you want to improve your chances of getting the legislator out there, do more than offer an educational visit.
"You can offer a 'Come down and meet the congressman,'" says Redmon. "It doesn't have to cost a lot of money or be a very big group. Just five or six of his constituents who are your employees, or employers in his district sitting down with him helps him. That's the constituency he's trying to reach."
But don't forget the main reason you've invited the legislator to your office.
Keep focus on patient
"Educate the legislator about your business," says Judy Ressallat the director of legislative affairs for the National Association of Medical Equipment Services in Alexandria, VA. "Show him the paperwork, your equipment, the whole realm of your operation, but keep the focus on the patient, not on how much money you make."
It's important to keep the message simple and to the point. The congressperson likely won't have an entire day to spend with you. Because you're working with limited time, be concise and stay on track.
"When you are promoting your business and making suggestions for possible changes in Medicare and HCFA, keep the message focused and simple," says Bush. "Talk about every level of how this issue affects you, but don't bring in too many other issues. Demonstrate the ground-level impact."
Along those same lines, it's important to prioritize what you want to accomplish for the site visit.
"Their time is very limited, so it's important to get your point across without beating around the bush and running on and on without getting to your point," says Theresa Forster the vice president for policy for the National Association of Home Care in Washington, DC. "Have your message thought out in advance and present it in priority order. Talk about the most important thing first because you might not get to the last thing."
Giving the legislator such a first-hand glimpse into your operation leaves a lasting effect.
"He'll see the quality and take back that image with him for the next vote," says Redmon. "He's seen your operation and knows what it's about."
If at all possible - and this will take some scheduling on your part - get the legislator to talk to a patient or two. Remember that patients are constituents, too.
"One of the best things to do with a site visit is to arrange beforehand visits with some of your patients directly so the congressman can talk with them and the patients can say, 'This is what this company does for me, and this is why it is important,'" says Bush.
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