CONGRESSIONAL ENGAGEMENT

GUIDE

FOUR EASY STEPS TO

CONGRESSIONAL ENGAGEMENT
 Calendar - 116th United States Congress (2019)

January February March

Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
Sun. Mon. Tues. Wed. Thurs. Fri. Sat. Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
1 2 3 4 5
New 1 2 1 2
Year’s
Day

6 7 8 9 10 11 12
3 4 5 6 7 8 9 3 4 5 6 7 8 9

13 14 15 16 17 18 19
10 11 12 13 14 15 16 10 11 12 13 14 15 16

20 21 22 23 24 25 26 18 17
MLK Day
17 19 20 21 22 23 18 19 20 21 22 23
Presidents St.
Day Patrick’s
Day
27 28 29 30 31
24 25 26 27 28 24 25 26 27 28 29 30
31

April May
Sun. Mon. Tues. Wed. Thurs. Fri. Sat. Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
June
Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
1 2 3 4 5 6 1 2 3 4
1

7 8 9 10 11 12 13 5 6 7 8 9 10 11
Ramadan 2 3 4 5 6 7 8
(begins)

14 15 16 17 18 19 20 12 13 14 15 16 17 18
Good Fri. Mother’s 9 10 11 12 13 14 15
Passover Day
(begins)

21 22 23 24 25 26 27 19 20 21 22 23 24 25
Easter 16 17 18 19 20 21 22
Sunday Father’s
Day

28 29 30 26 27 28 29 30 31
Orthodox Memorial 23 24 25 26 27 28 29
Easter Day
30

July August September

Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
Sun. Mon. Tues. Wed. Thurs. Fri. Sat. Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
1 2 3 4 5 6
Indepen- 1 2 3 1 2 3 4 5 6 7
dence Labor
Day Day

7 8 9 10 11 12 13
4 5 6 7 8 9 10 8 9 10 11 12 13 14

14 15 16 17 18 19 20
11 12 13 14 15 16 17 15 16 17 18 19 20 21
Eid
al-Adha

21 22 23 24 25 26 27
18 19 20 21 22 23 24 22 23 24 25 26 27 28

28 29 30 31
25 26 27 28 29 30 31 29 30
Rosh
Hashana
(begins)
October November
Sun. Mon. Tues. Wed. Thurs. Fri. Sat. Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
1 2 3 4 5 1 2
FY ’20
(begins)

6 7 8 9 10 11 12 3 4 5 6 7 8 9
Yom Yom
Kippur Kippur
(begins) (begins)

13 14 15 16 17 18 19 10 11 12 13 14 15 16
Columbus Veterans’
Day Day

20 21 22 23 24 25 26 17 18 19 20 21 22 23

27 28 29 30 31 24 25 26 27 28 29 30
Diwali Thanks-
giving
Day

December
Sun. Mon. Tues. Wed. Thurs. Fri. Sat.
1 2 3 4 5 6 7

8 9 10 11 12 13 14

15 16 17 18 19 20 21

22 23 24 25 26 27 28
Hanukkah Christmas Kwanzaa
(begins) Day

29 30 31
Hanukkah
(ends)

3 America’s SBDC Congressional Engagement Guide (v. 2/2019)

Step 1: Focus Strategically

Focus on WHO is most important. It can be a monumental task in managing

congressional relationships. Congress is comprised of 541 Members (100 Senators,
435 Representatives, and 6 non-voting members representing Washington, D.C.,
Puerto Rico, American Samoa, Guam, the Northern Mariana Islands, and the U.S.
Virgin Islands). There are three categories of Members of Congress that are of most
importance to our agenda:

Appropriations Members (red-bold)

Leadership Members (blue-bold), and

Small Business Committee Members (green-bold).

This will assist in helping network and association leadership maintain focus on the
Members most important to achieving our strategic objectives.

Appropriations Members hold key positions critical to the financial interests of

America’s SBDCs. There are 52 in the House and 31 in the Senate. It is a shared
responsibility between SBDC network and association leadership to have a close
and continual working relationship with these critical and influential stakeholders
in Congress. These Members of Congress or their staff should have extensive and
intimate knowledge of the SBDC program. The key Appropriations Members are:

 Chair and Ranking Member of the full Appropriations Committee:

o Senate: Chair – Richard Shelby, AL Vice Chair – Patrick Leahy, VT
o House: Chair - Nita Lowey, NY Ranking member – Kay Granger, TX

 Chair, Ranking Member and all other Members of the Subcommittee for
Appropriations for Financial Services and General Government (FSGG):

Senate FSGG
 Chairman - John Kennedy, LA Ranking Member - Chris Coons, DE
Jerry Moran, KS Richard Durbin, IL
John Boozman, AR Joe Manchin, WV
Steve Daines, MT Chris Van Hollen, MD
James Lankford, OK

House FSGG

 Chairman - Mike Quigley, IL Ranking Member - Tom Graves, GA

(Further assignments forthcoming)

4 America’s SBDC Congressional Engagement Guide (v. 2/2019)

There are 8 “Leadership Members” in the 116th Congress:

 Speaker of the House – Nancy Pelosi, CA

 House Majority Leader – Steny Hoyer, MD
 House Republican Leader – Kevin McCarthy, CA
 House Majority Whip – James Clyburn, SC
 Senate Majority Leader – Mitch McConnell, KY
 Senate Asst. Majority Leader (Whip)- John Cornyn, TX
 Senate Democratic Leader – Chuck Schumer, NY
 Chair of the House Democratic Caucus – Hakeem Jeffries, NY

Leadership Members are Members of Congress that hold senior or leadership

positions, as well as membership on key committees. It is the primary responsibility
of SBDC network leaders to have frequent communication and engagement with
these members and association leadership to provide support as needed.
Leadership Members should have extensive knowledge of the SBDC program and
understanding of how program services benefit constituent businesses and create
impact for the economy. Their support is often essential to easing passage of
legislation important to the SBDC program.

 There are 42 “Small Business Committee Members” in the 116th Congress:

Small Business Committee Members sit on the Committee on Small Business.

While the Appropriations Committee controls our fiscal fate, the Small Business
Committee controls our operational fate. It is vital that these Members are fully
aware of SBDC activities in their district and they have a strong understanding of
how SBDC services benefit constituent businesses and create impact for the
economy. It is the primary responsibility of SBDC network leadership to have
regular communication and engagement with these Members. Association
leadership will also establish relationships and communicate regularly with the
Washington offices of these members.

Senate Small Business and Entrepreneurship Committee

Chairman Marco Rubio, FL Ranking Member Ben Cardin, MD
Jim Risch, ID Maria Cantwell, WA
Rand Paul, KY Jeanne Shaheen, NH
Tim Scott, SC Ed Markey, MA
Joni Ernst, IA Cory Booker, NJ
Jim Inhofe, OK Chris Coons, DE
Todd Young, IN Mazie Hirono, HI
John Kennedy, LA Tammy Duckworth, IL
Mitt Romney, UT Jacky Rosen, NV
Josh Hawley, MO

5 America’s SBDC Congressional Engagement Guide (v. 2/2019)

 House Committee on Small Business

Chair – Nydia Velazquez, NY Ranking Member – Steve Chabot, OH

(Further assignments forthcoming)

Step 2: Schedule Meeting

Make the call. During session, Members usually arrive at Capitol offices late on
Monday and accommodate meetings Tuesday through Thursday. While it is usually
more convenient to visit Members in their respective districts, it is crucial that all
network leadership visit them in their Washington, DC office during the budget
planning process (January – March).

SBDC network leaders should start scheduling engagement appointments at least

four weeks in advance of the intended visit. The Association has compiled a
directory of Members with contact information for Capitol office locations, including
key contacts and member information. A current copy of that directory is attached
to this Guide.

Note, when scheduling an appointment, it is key to make them aware of your intent
to communicate further and follow up with information after your visit is complete.
Please contact America’s SBDC if you have any questions or need further guidance
or support.

When you call:

 Identify yourself and briefly describe who you are and your network.
 Explain why you want to visit (to review SBDC services and impact in the
district/state) and ask to set up a time to come in to speak with the Member
or key staffer in Washington.
 If the Member is unavailable during your visit, ask when and how you can
schedule time to speak with them in their district office. Members are back in
their district offices often (see schedule above) and generally more accessible
and available during these times. However, do not ignore the importance of
DC staff. They play a significant role in the legislative budget process.
 Be aware, you may be requested to send a written request to schedule a visit.
Send a written request, if necessary. The letter should include who will be
part of the visit – names and affiliations – and a short description of why you
want to meet with the Member. Address your letter to “The Honorable
[Member name]”; for example, Senator Mark Twain would be “The
Honorable Mark Twain.”

6 America’s SBDC Congressional Engagement Guide (v. 2/2019)

Step 3: Get Ready

The most important thing when preparing for your meeting is to know your
audience. Understand your Member and customize your message to ensure a
productive meeting.

Know your audience. Review the Member’s biography (available on the web –
www.senate.gov and www.house.gov). Know their party affiliation, committee and
subcommittee membership, issues that they are passionate about, and their record
on the issues you will be discussing. It is also helpful to know their occupation.
Often, if the Member isn’t an attorney, they are a small business owner. Knowing
this will help guide your discussion and demonstrate that you prepared for the visit.

Prepare your message. Messaging goes beyond the simple presentation of

collateral materials. You must be prepared to deliver a clear, concise and compelling
message that results in further education, understanding and support for the SBDC
program. Remember, however, we are not there to lobby but to educate and build
support for the SBDC program.

When preparing for your meeting it is critical that you develop and deliver a
uniform message that results in your Member walking away prepared to support
and champion the SBDC program. Your message should enhance their
understanding of small business needs and how your SBDC and the network of
America’s SBDCs help respond to those needs. Your message should also define
your SBDC’s services; explain why it is essential; detail the impacts that occur; and
outline how the Member can help in sustaining these powerful services.

Situation as of mid-January 2019:

We are coming to the Hill in a challenging time. If the shutdown hasn’t been
resolved, our message must be thoughtful and positive. Even if the impasse
has been resolved people will still be sore. As a result, our focus needs to
shift from the “ask” to “thank you for your support, it has been appreciated
and effective”. Our goal is to be “team players” and our message must reflect
that “help us to help you” spirit.

The following introductory script has been developed to assist you achieving that
objective:

Thanks again for taking the time to meet with [me/us].

 Re-elected Members:

First, we want to thank you [Congressman/woman] for supporting the FY 2019

Financial Service Appropriations bill this year. It supported $132.6 million to
support our activities nationwide. (The Senate was $130M)

We know there is uncertainty over the budget. We want to thank for your
efforts to resolve this and your help in supporting SBDCs. Your efforts are
7 America’s SBDC Congressional Engagement Guide (v. 2/2019)
 critical to enabling us to continue supporting the growth and success of many
of the small businesses that are vital to the economy, particularly in rural
areas. Let me share a few of the things we are doing and the difference we are
making in your [Congressman/woman] district.

[PROVIDE LOCAL EXAMPLES].

 New Members:

Congratulations on your election to the [House/Senate]. We are here today to

help you to understand more about a resource that is critical to many of your
constituents.

[PROVIDE OVERVIEW OF YOUR PROGRAM]

The foundational funding for the SBDC program comes from an appropriation
to the US Small Business Administration. These funds are required to be
matched one-to-one to assure we are focused on meeting the unique needs in
your district/state. [EXPLAIN BRIEFLY OTHER STAKEHOLDERS/MATCH]

We hope you will agree that this is a program that provides an outstanding
return on the modest investment in it and that you will support continued
funding of it. This funding is vital to supporting the growth and success of
many of the small businesses that are important to the economy, particularly in
rural areas. Let me share a few of the things we are doing and the difference
we are making in your [Congressman/woman] district.

As you continue to engage, to your best ability try to keep the focus on what you are
doing locally in the Member’s district. Important points to highlight include:

 SBDCs are on the front lines of helping create American jobs by helping
America’s greatest job creators – small businesses.
 SBDCs are the country’s national leader in small business development
assistance.
o America’s SBDC Network has a national presence; nearly 1,000
centers and nearly 5,000 employees hosted by America’s leading and
entrepreneurial colleges and universities dedicated to serving the
needs of small and medium sized businesses to grow and succeed.
 SBDCs enable businesses to start, grow and add jobs.
o Discuss how services focus on helping business strategically grow;
focus on expanding to international markets; highlight local service
areas and populations (veterans, rural ag, etc.), respond to growing
needs (cybersecurity), and that important to the Member’s
constituency.
o Talk about specialized services – cybersecurity, opioid awareness,
government contracting –that make SBDCs different and particularly
effective because you respond to local needs.

8 America’s SBDC Congressional Engagement Guide (v. 2/2019)

 o Highlight one to two appropriate business success stories that
demonstrate how services directly helped the client business expand
and add jobs. The clients featured must be from the Member’s
district.
 Emphasize that the federal investment is only a portion of the funding that
supports SBDC services.
o Highlight how SBDCs leverage (match) federal funding. Federal funds
were leveraged nearly $1.50 to $1.00 in state and local funding
support nationwide.
 Cost effectiveness and ROI – Highlight jobs impact and increased tax revenue
generated. These are the two most important ROI figures valued by most
legislators.
 Remember, the more local you can make it, the more meaningful your
message!

Prepare your support materials. Networks should prepare legislative pieces

(preferably graphic driven, not wordy one-pagers) that highlight, at a minimum,
network-level activity and impact and support or re-enforce the message.

When possible, materials should be customized to the Member’s district. There are
numerous examples posted on the ASBDC intranet you can adapt and use as models.
In addition, the association has prepared a one-page fact sheet about the impact of
the national SBDC program. The national impact fact sheet should supplement, not
replace, network pieces.

An example Member collateral folder may include:

 A support letter addressed to the member with a clearly stated ask. The
association provides a template letter that can be easily customized.
 A one-page district fact/impact sheet
 A one-page SBDC network fact/impact sheet
 SBDC Network Annual Report, if developed
 State and targeted services brochures/pieces (Veterans, international
trade/export, cybersecurity, rural, etc.)
 America’s SBDC national impact fact sheet
 Your business card

Prepare your team. Your meeting time is limited, generally no more than 15
minutes, to deliver your message and make your point. Take the time before the
visit to formulate a strategy with everyone attending the meeting.

If more than one person participates, decide who will lead the engagement. Others
should contribute in a support role only. More than one talking head can confuse the
intent and purpose of the message.
Don’t “wing it.” Have your facts and figures lined up prior to the meeting. Rehearse
your pitch and know what your materials include and what they say in advance.

9 America’s SBDC Congressional Engagement Guide (v. 2/2019)

Remember to stay focused and on topic. The ultimate goal is to gain financial
support for America’s SBDC strategic objectives. Be prepared to discuss funding
sources, specific funding challenges, and possible solutions when it is raised. Also,
be prepared to discuss what level of current investment is being appropriated to the
Member’s district, if known, and what an additional investment will bring.

Step 4: During the visit

Be punctual and be friendly. Members and staff are extremely busy dealing with a
dozen different issues in any given day. Greet the Member and/or staff
representative and thank them for their time. Introduce yourself and everyone in
your group and make sure to exchange business cards.

Deliver your message. The script and talking points above were developed to
deliver a cohesive, concise and effective message. Do not digress or get caught up in
lengthy dialog off topic. Your time is limited.

Be prepared to discuss how additional appropriation would impact your network.

BUT DON’T BRING IT UP UNLESS ASKED. An example includes, “Well, since you
asked, an additional $2.5 million of federal investment would result in $# for the
Somestate SBDC Network. This additional investment will allow us to leverage
additional match, increase our service capacity by #/%. That will help our network
generate X more jobs for Somestate.”

Stay positive and on point. Remember, the SBDC program is America’s best
provider for small business assistance. We are the biggest AND best at what we do,
proven by our results. Ask to be linked to their website – You’re a federal program,
it’s appropriate! We want to be their “go to” resource! What happens when issues
or counterpoints are raised that you did not expect? Remain calm, listen and answer
directly…if you know. If you don’t know, it’s okay to tell them so and offer to get
back to them with the information. Follow up with association leadership or your
board liaison and they will assist you in developing a response.
Step 5: Follow-up (Key)

Visits to DC should not be a one-time event. It is important to make visits with

elected officials a part of a regular routine. The important element in visits with
Members of Congress is establishing a connection. To maximize effectiveness, there
should be a plan for this visit to fit into an extended advocacy agenda. When your
Member is called upon to show leadership on small business issues, he/she may
draw upon knowledge and impressions gleaned during their visit with you. They
may even call upon you to assist them; provide testimony, assist in the drafting of
bill language, etc. Support their town halls & small business events in the district,
and they’ll support SBDCs.

Follow-up Immediately. Follow up with a thank you email outlining the high
points covered during the meeting, and include any additional information, if it was
requested.

10 America’s SBDC Congressional Engagement Guide (v. 2/2019)

Report Back. The ASBDC is our principal representative in DC. Association
leadership are continually prioritizing and strategizing which Members to target to
further our national priorities and interest. Share what your learned with them. By
informing them about any key visits with Appropriations, Leadership or Small
Business Members, they can better plan our marketing, positioning and
congressional efforts.

Stay Engaged. It is a best practice to continually stay engaged with Members, and
their DC and district offices. At a minimum, networks should send each
Appropriations, Leadership or Small Business Member a quarterly update
highlighting service activity and impact, preferably for their district. It is also a best
practice to add Members and staff to network mailing lists. Further, ask your
champions, including clients, advisory board members, host leadership, etc., to write
letters to key Members. These letters can be an effective way to ensure we
continually stay on the radar and demonstrate our value continuously.

It is also a good idea to subscribe to your Member’s social media. This will keep you
informed about what’s happening, what’s most important to that Member, and what
opportunities exists to partner and conduct in-district visits.

In conclusion, a single visit alone provides little value if it doesn’t have follow-up.
Make follow-up and continuous communication with elected officials a regular part
of what you do.

11 America’s SBDC Congressional Engagement Guide (v. 2/2019)