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Feeding the cash cow
Washington Monthly, May, 2005 by Charles Peters
The clever lobbyist knows to warn his clients that a plot against their interests is being hatched by Washington bureaucrats or Congress. Fear tends to loosen the client's wallet. Robert Leonard, a former staffmember of the House Ways and Means Committee, explains this strategy to the Post's Jeffrey Birnbaum, telling him of the time he gave lobbyists a memo listing potential tax increases.
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At first they were outraged: "How dare you ... Surely, you're kidding. You can't do this to me!" Then Leonard reminded them, "Hey ... It's good for business" After a couple of seconds of reflection they agreed, and sent copies of the memo to their home office, asking, "See how much you need me?" Birnbaum says the K Street crowd is currently stirring up business by citing the deficit as a reason why tax increases are coming, softening up the client for bigger lobbying bills to come.
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