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.