Having a Successful Day on the Hill

I recently helped a small company get ready for a full day of meetings on Capitol Hill. It was a good reminder that most advice about Washington assumes you’ve got a big lobbying shop behind you, which most small and mid-sized companies don’t.

So these thoughts are really for companies that have to be smart, prepared, and efficient when they show up.

One thing that makes a big difference: debrief after every meeting. Even five minutes in the hallway helps. What did we hear? What landed? What should we adjust for the next office? Those quick conversations compound over the course of the day.

Another reality: expect interruptions. Votes get called. Schedules change. Phones ring. That’s not bad planning—it’s just Capitol Hill. The teams that do best don’t get rattled; they stay flexible and keep moving.

It also helps to know your talking points cold. When you don’t have a large lobbying team backing you up, clarity matters even more. Conversations wander, but your message shouldn’t.

One skill that really matters is how you handle opposition. You will hear things you don’t agree with. My go-to response is simple: “Thanks for sharing—tell me more?”

It slows things down, avoids a snap or defensive reaction, and helps you understand what’s really behind the concern. That insight becomes incredibly useful for follow-up.

A practical tip that works especially well for smaller companies: have a money question ready.

One of my favorites is: “If you were in my shoes, what would be your next step?”

If legislators or staff think your issue has juice, they’ll lean in. If they don’t, you’ll know pretty quickly—and either way, you’ll usually walk away with solid advice.

Also, bring business cards for staff. Staff drive the process and are often your main point of contact afterward. I plan on 2–3 cards per meeting.

Lastly—if you don’t have a lobbying firm behind you: don’t commit unless you’re 100% sure. If you don’t fully understand the request or can’t deliver, say you’ll follow up. Protecting your credibility matters more than saying yes in the room.

A good Hill day for small and mid-sized companies isn’t about muscle or money. It’s about preparation, judgment, and building momentum—one meeting at a time.

If you’re a small or mid-sized company planning meetings on Capitol Hill and want a sounding board before you go, I’m happy to help.