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J&J panelists provide tips on optimizing meetings with legislators
WASHINGTON – Many legislators do not realize the importance of the doctor visit in prescribing contact lenses, Johnson & Johnson Vision’s Carol Alexander, OD, told students here at Optometry’s Meeting.
The company hosted a panel discussion to advise optometry students on how to interact with representatives and state legislators.
American Optometric Student Association President Andy Mackner told attendees: “Imagine your representative is a first-time contact lens wearer sitting in your chair. How would you convince them of the importance of keeping their eyes healthy and safe and coming back each year for an annual eye exam?”
Alexander, director of professional communications at J&J, said she uses a prescription pad when talking with legislators.
“We have an expiration date, a brand and prescription verification,” she said. “This a reminder of what you can talk about.
“Many in Congress and the staffers think the expiration date is an arbitrary date,” she continued. “It is to maintain whether or not this eye and cornea are healthy enough to wear a contact lens.”
She said it is also an opportunity to ask the patient what has happened to his or her systemic health over the last year.
Alexander recommended finding out if your legislators and staffers have ever worn a contact lens or had any kind of vision correction. She said many know nothing about the diagnostic fitting of the lens.
Panelists offered advice from the perspective of the legislator.
“We count on you to go up to the Hill and talk to your legislators about what you care about,” former Congressman Tim Roemer from Indiana said. “That’s the way our system works.
“You are up there with a purpose,” he continued. “Don’t exchange pleasantries for 15 minutes. Tell them if you are from their district. You really have a voice if you’re a voter and a person from their community. It’s important to get to the point. Tell a story. I’ve never forgotten some of the compelling stories I’ve heard. Why are contact lenses so important? Share something they can relate to. And then it’s really important to make an ‘ask.’ Look them directly in the eye and say, ‘I’d like you to cosponsor the following bill.’”
Alexander said many optometrists can share a story of a patient who has been hurt.
Panelist Claire L. Grant, a former health care staffer under Sen. Richard Durbin (D-Ill.), said the staffers are important because the Congressmen cannot be there all the time.
“The Congressman relies on the staffer to be the eyes and ears in the office,” she said. “There are such a wide array of issues, and the staffer will run the traps on all the issues.”
She also recommended positioning yourself as a resource, continuing the conversation and establishing a relationship.
“There’s no way any human being can keep track of every piece of legislation and everything that goes along with it,” Alexander added.
Panelist and J&J lobbyist Brian Kelly stressed preparation.
“Know your audience,” he said. “Is it a committee? What’s their jurisdiction? If it’s a personal office, know them, what their party is, general party politics. If you’re meeting with staff, know their rank. If you’re meeting with a legislative assistant, is it a health staffer, or do they work on commerce?
“If you go in as an organization, know your numbers,” he continued. “You want to know how many voices you bring into the room. Know your position and clearly express it so they understand what they can do to help the cause. Listen and pay attention to body language. Take notes.”
Grant stressed the importance of follow-up.
“If you said you would send materials, do it right away,” she said. “Email follow-up is important.” – by Nancy Hemphill, ELS, FAAO
Disclosures: Alexander is employed by Johnson & Johnson Vision. Grant is a former health care staffer. Kelly is a lobbyist for J&J. Mackner is an optometry student. Roemer is a former congressman.