What it takes to lobby for Apple, Google & Intel with Matt Tanielian

Introduction: 0:00

• Introducing Matt Tanielian, Co-founder of Franklin Square Group, a bipartisan government relations agency focused on bridging the gap between Silicon Valley and Washington, D.C.
• Formerly working as a director at Cisco Systems and spending your early career as counsel to a congressperson.
• Starting your career as a used car salesman before moving to Washington.

Attending law school in Washington, D.C.: 3:51

• Moving to D.C. because of friends who had relocated there.
• Feeling an attraction to politics by nature of being in the U.S. Capitol.
• Finding work with a senator on the Senate Judiciary Committee.

Working for a committee vs. working for a congressperson: 5:05

• Assembling a huge staff of focused legal experts to work with committee chairs.
• Transforming into a generalist to help an individual politician navigate a variety of issues.
• Contributing to foundational internet legislation while also advising on many other topics.
• Transitioning from campaign finance law to a specialization in tech.

Questioning whether policy work requires a law degree: 7:12

• Understanding that a law degree is important but not required.
• Receiving valuable critical and strategic thinking experience in law school.

Launching your own government relations firm: 10:17

• Recognizing a business opportunity while working with consultants at Cisco Systems.
• Going beyond opening doors for clients to offering up a deep understanding of the needs of the tech industry. 
• Getting lucky with a first client: Apple’s new iPhone.

Analyzing the evolving conversation around around tech in Washington: 13:15

• Defending tech companies from criticism as the industry grows exponentially.
• Helping smaller companies find a seat at the table.

Hiring your company’s first government relations consultant: 15:35

• Taking a step back and deciding why you are engaging with politicians.
• Defining your goals beforehand to avoid purposeless and time-wasting meetings.
• Working with a lobbyist versus making an internal government relations hire.

Joining and organizing coalitions and industry organizations: 20:58

• Recognizing the value of trade organizations to the tech industry.
• Advocating for the group as a whole instead of your company’s individual issues.
• Understanding that there’s always a bigger company that gets more attention.
• Reaping the benefit of allowing a larger coalition to advocate for your needs.
• Finding other small companies that are dealing with the same issues as you.

Choosing who will represent your company in D.C.: 26:20

• Locating your CEO in D.C. if you’re betting your company on policy advocacy.
• Ensuring that the face of your company to politicians is located in D.C.
• Engaging continuously with policymakers and emphasizing frequent follow-ups.

Avoiding common mistakes: 28:30

• Coming to Washington without a plan or goal.
• Knowing that policymakers recognize and see through political tourism.
• Maintaining your political capital with focused and strategic outreach.

Envisioning the future of AI policy: 30:32

• Seeing AI discussed at the highest levels of government.
• Shifting the conversation from whether it is good or bad to what it means for individual sectors.
• Finding a seat at the table to influence AI-related policy decisions.
• Advice to smaller companies looking to engage in the AI conversation.

Advising companies during an election year: 34:42

• Understanding that regardless of the administration, congress will remain in place.
• Avoiding distraction while focusing on the issues you are advocating for.

Tracking the changing nature of lobbying: 36:09

• Running campaigns through social media.
• Seeing business-as-usual when dealing with 95% of less visible issues.

Book recommendations: 38:14

• The Wolves of K Street: The Secret History of How Big Money Took Over Big Government by Brody Mullins and Luke Mullins
• How to Talk Dirty and Influence People: An Autobiography by Lenny Bruce

Lobbying vs. government relations: 40:23

• Being comfortable with the term lobbying and having pride in the work you do.
• Going beyond influencing policy in government affairs work, including analysis and corporate strategy.

What you wish you’d known as a young lawyer: 42:47

• Wasting less time and making important career moves when you feel like you are ready.
• Trusting your instincts about people and opportunities.