For more experienced hires, the lobbying and government relations world provides an opportunity to use the skills they developed on the Hill but earn more money in the private sector. There is no firm timetable for leaving the Hill or government for the private sector. Some make the leap after a few years of experience; others move over after a full 20-year career on the Hill.

There are several schools of thought on when to make the jump to the private sector. Some advise to stay on the Hill as long as you are moving up and enjoying the work. They recommend that Hill staffers move up as far as they can before taking a private sector position. A long duration on the Hill expands contacts and allows for a greater level of expertise on the workings of Capitol Hill and the machinations of politics -- which are well rewarded by those seeking to influence Washington. Others say that it is best to leave before burning out on the Hill. Make the jump before you become to jaded, they argue. You can always go back.

According to several lobbyists, there are a number of factors that employers look for, including:

• Contacts: How good are your contacts on the Hill with Members and Staff? The higher level your contacts are, the more compensation you will command. Lobbyist especially value staffers with Leadership and Committee experience.

• Knowledge: Employers look for people who understand the legislative process, are politically savvy, and who have command of the issues.

• Relationship Building: Lobbyists must be good at building and growing relationships. Therefore, they should be outgoing, have strong communications skills, and enjoy working with people.

One current lobbyist, who left the Hill after several years as a legislative assistant and legislative director noted that the most successful lobbyists have great sales skills. "In a sense, your are selling your issues to Members of Congress and staff. That means you need to be persuasive and be able to cultivate good relationships. And if you work for a firm, you will be expected to go out and try to win business. That can be the hardest aspect of the job for people coming off the Hill, since you have may have to make a lot of unsuccessful pitches for every client you land."

Opportunities for experienced hires are covered in some detail to give those considering either a legislative or communications track an idea of where their experiences can lead in the private sector in Washington, DC (although, as always in the world of Washington, there is substantial cross over and other hidden opportunities).

Lobbying/Government Relations

For those coming out of the Legislative track on the Hill or who have significant experience and strong Hill connections, the typical next step is working as a lobbyist, either for a firm, a corporation, a trade association, or an advocacy organization.

For many, the word "lobbyist" conjures images of men in thousand-dollar suits wooing politicians with wads of campaign cash. Despite the stereotypes, lobbying plays an important role in the legislative process.

What most people don't realize is that they are most likely represented by several lobbyists. If they work for a corporation, their employer almost certainly has a team of lobbyists in Washington to help the company grow and provide employment. If they are members of a union, their dues finance a large lobbying and political advocacy operation. If they are a member of an interest group or membership organization, such as the Sierra Club, the U.S. Chamber of Commerce, or the National Rifle Association, they have lobbyists looking after issues that affect their memberships. Virtually every conceivable group or interest is represented in some way before Congress.

Lobbyists are either employees of these organizations or they work as consultants. They develop expertise in the issues on which they lobby and help inform Members and their staffs on the positions of their clients or employers. They attempt to influence Members to pass legislation favorable to their employer or client. In general, lobbyists work in one of four environments: as consultants at a firm or as employees of a trade association, corporation, or advocacy organization. While much of their responsibility will be similar regardless of who they work for, there are several key differences, as highlighted below:.

Law firms: Large law firms, small government relations firms, and even some public relations firms hire ex-Capitol Hill staffers to lobby on behalf of a set of clients. Firms typically provide the highest monetary compensation, but hours can be long and there is often a strong pressure to develop new business. Those who enjoy working on a variety of different issues and enjoy the opportunity to interact with a broad group of clients will do best at firms. Additionally, lobbyists at firms must be entrepreneurial, since they will be expected to help bring in business to the firm. This is especially true at smaller firms, which provide the opportunity for those who successfully bring in new business to increase their compensation quickly. Some of the larger firms with a strong Washington presence include Akin Gump, Arent Fox, and Wiley Rein and Fielding, but there are many, many firms that do significant government and lobbying work.

Trade associations: Trade associations represent companies in a specific business or industry, and provide a variety of services to their members, including lobbying. Lobbyists at trade associations will receive good pay (but less than at a firm) and generally have reasonable hours, except when a particularly hot issue in their industry is percolating in Congress. These lobbyists will have a narrower range of issues that they work on, since the greatest lobbying efforts will be placed on those issues most pertinent to the industry.

Corporations: Individual corporations hire lobbyists as employees. These lobbyists specifically represent their employer on Capitol Hill and work on those issues most important to the corporation. As with trade associations, the hours are generally better than working for a firm, although the monetary compensation is usually lower. Lobbyists for corporations often receive stock options and other employee benefits. Corporate lobbyists also spend a great deal of time working with individuals inside corporations, including senior management, and less time on Capitol Hill as compared with many of their colleagues.

Advocacy organizations: Advocacy organizations hire lobbyists to represent their causes before Congress. Advocacy organizations pay less than other employers, but they do provide the opportunity to work on specific issues that their lobbyists are passionate about. Advocacy organizations exist on the right and left of American politics, so regardless of which party a lobbyist comes from, there are certain to be opportunities.

This article is excerpted from the Vault Guide to Capitol Hill Careers.
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