October, 2007

Are you on Someone's Short List?
By Tim Trotter

In preparation for facilitating a corporate retreat last month, I stumbled across an old business card in a file from more than 15 years ago. The card was from a talented lobbyist that I had worked closely with from Washington, D.C. during my leadership tenure at the National Corn Growers Association (NCGA).

The card reminded me of the first time I met him. It was on a cold winter night at a reception on Capitol Hill. Toward the end of the night, NCGA’s senior lobbyist told me that someone wanted to meet me. This man was introduced to me as “the veteran agricultural ambassador in all of Washington.”

We had a long conversation about industry issues and he invited me for dinner. During our dinner, former Senator Bob Dole and Speaker of the House Tip O’Neal stopped at our table. To say that dinner was a tremendous experience is an understatement. I could see great respect on both sides of the aisle.

As the evening progressed, I asked him for some pointers since I was new on the political scene. He told me to check my meeting schedule every month and anticipate the people who may be in attendance. Think about who would be interesting to get to know. He also said to scan our industry publication for the movers and shakers. Between those two exercises, he said to create a monthly list of people I wanted to meet. Break down the list by week, and write it down on the back of a business card. Look at it every day and reach out to those people.

The most important part of his tip was to never ask for anything.  Build a relationship based on giving, not receiving. Offer yourself as a resource, he said. His belief was if you build an honest, genuine relationship, it will return rewards. I will admit that advice helped me greatly over the years I spent in Washington.

Sometimes the lessons we learn from role models are the best lessons. I have decided to readopt this method, and I would encourage others to do the same.  After all, business and life are all about building long, productive relationships.

Six months after that dinner, I got a letter in the mail. Along with the letter was the lobbyist’s business card, with my name on the back and two other names. He told me I was “on his list of movers and shakers. Keep up the great work!”

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