The Influence Game: 50 Insider Tactics from the Washington D.C. Lobbying World that Will Get You to Yes

Praise For The Influence Game "Few people know how to win the D.C. influence game, and even fewer will show the rest of us how to use these strategies in the real world. This is a must–read for anyone who persuades, influences, or negotiates for a living—or even just for fun." —Dave Wenhold, former President of the American League of Lobbyists and founder, Miller/Wenhold Capitol Strategies "Got influence? Washington, D.C.–insider Stephanie Vance reveals surprisingly ethical strategies used by lobbyists and special interest groups who want to be heard on Capitol Hill. Better yet, these tactics work in a variety of situations—closing deals, increasing sales, and negotiating agreements. Want to know how to turn a ′no′ into a ′yes′? Buy this book, and read it and reap!" —Sam Horn, Intrigue Expert and author of POP!: Create the Perfect Pitch, Title, and Tagline for Anything and Eyebrow Test "The Influence Game teaches how to move forward while staying true to your convictions and principles. This book will put ′Stephanie Power′ in your corner for your own goals." —Dr. F. Christopher Arterton, founding Dean of George Washington University′s Graduate School of Political Management and Professor of Political Management "The Influence Game provides practical proven techniques to advance your interests in D.C. and beyond. Advice for outsiders from an insider who has been there on both sides of the table." —Congressman Earl Blumenauer (D–Oregon)

Acknowledgments v Introduction vii 1 Principles of Influence 1 2 Know What You Want 27 3 Know the Competition 49 4 Know the Arena 67 5 Know Your Primary Audience—The “Influencees” 81 6 Find Your Surrogates—The “Influentials” 95 7 The Campaign Plan 113 8 Crafting a Winning Message 135 9 Delivering the Message 155 10 The End Game 171 Index 189

Stephanie Vance spent decades as a D.C.–based lobbyist, congressional aide, speaker, and grassroots consultant. A sought–after speaker with more than 50 engagements per year, Stephanie, known as the "Advocacy Guru," has trained thousands of people in hundreds of organizations, including the National Association of REALTORS®, the Lance Armstrong Foundation, the Humane Society of the United States, and the American Library Association. As a member of the National Speakers Association, Stephanie has earned her Certified Speaking Professional (CSP) designation, an honor held by less than 10 percent of speakers in the world. She is the cofounder of Advocacy Associates, a D.C.–based consulting firm. Stephanie teaches lobbyists how to lobby on behalf of the American League of Lobbyists.