This document discusses effective strategies for lobbying and influencing government policymaking. It provides background on Wright Andrews and Bennet Kelley, who have extensive experience in government affairs. It then offers tips for lobbying including being informed, prepared, brief, factual, courteous, and following up. The document also emphasizes understanding the issues from the policymakers' perspective and framing them in terms of economic impacts and jobs.

1. Make an Impact in Governmental Affairs Wright Andrews Bennet Kelley

2. Wright Andrews Founder – Butera & Andrews Chief Legislative Asst. Sen. Sam Nunn President of Amer. League of Lobbyists Top 50 Lobbyists Washingtonian Magazine

3. Bennet Kelley Founder – Internet Law Center AGC, Director of Gov’t Affairs -- ValueClick Nat’l Co-Chair -- DNC’s Saxophone Club Co-Vice Chair -- Cal. Bar Cyberspace Comm. LA Press Club Awards for Commentary Began career with one of Washington’s top lobbyist

4. Clippings

5. Getting Past the “L” Word

6. Lobbyist

7. Spot the Lobbyist

8. Two Cautionary Tales What happens in Washington stays near Vegas. The tale of the cookie that was a spy.

9. Coming Attractions Behavioral Targeting Privacy Email Legislation Amazon Tax Download Tax Utah

11. Internet Industry Assn Warning The inability of the industry to engage in policy issues with anything more than loose coalitions and ad hoc committees has left the industry vulnerable to stronger and well-organized competitors who are better able to work together to achieve policy goals . Results: The lack of any educational programs or outreach to policy makers, “leaving a disastrous gap in their ability to understand the industry and its issues.” The lack of early warning capabilities, so that industry is frequently caught off guard. The inability to quickly commit resources to respond to threats.

12. Measuring Internet Players’ DC Clout

13. 50 Company Sample American Airlines Boeing Fed Ex United Airlines Ford GM Apple Intel Microsoft Oracle RedHat Verisign Lockheed Martin Northrop Grumman PG&E Southern Co. Charles Schwab Tenet Healthcare Qwest Sirius/XM Tmobile Verizon Altria IAC Amazon Drugstore EarthLink eBay Etrade Google Monster.com Overstock.com United Online Yahoo Allstate Blue Cross GE Xerox Exxon/Mobil Eli Lilly Glaxo Smith Klein Johnson & Johnson Pfizer Proctor & Gamble Cox Enterprises AT&T Clear Channel Comcast Motorola Qualcomm

14. Lobby/PAC Expenditures 2003-2008 AT&T - $80MM Microsoft - $18MM Amazon, eBay Google Yahoo Combined $10.6MM Average $9.2MM

15. Total Lobbying/PACs 2003-2008 Over $100MM: US Chamber of Commerce AARP AMA Over $50MM AT&T National Assn of Realtors Microsoft Over $20MM Ford Comcast Cellular & Telecomm Internet Assn National Fed of Independent Businesses Over $1MM Outdoor Advertising Assn Direct Marketing Assn Digital Media Assn American Assn of Adv. Agencies New Entrants Interactive Advertising Bureau Internet Commerce Assn Google, Yahoo, Amazon and eBay – 6 Yr Total: $14.1MM

16. War is Politics by Other Means – Carl von Clausewitz Lobbying is Business by Other Means – Bennet Kelley

17. Political Actions, Business Consequences

18. Many Davids > Goliath Fortune Power 25 (2001) 1. Nat'l Rifle Ass'n 2. AARP 3. Nat'l Fed of Independent Business 4. American Israel For Affairs Comm. 5. Ass'n of Trial Lawyers of America 6. AFL-CIO 9. Nat'l Ass'n of Realtors Also includes American Medical Ass’n, National Education Ass’n, American Farm Bureau, National Right to Life Committee, Nat’l Restaurant Ass’n.

19. Key Factors Influencing Legislative Decisions Policy Policy Arguments/Solutions Level of Congressional Understanding of Issues Costs, Jobs & Competitiveness Players Media Grassroots Committee and/or Subcommittee Congressional Leadership) Administration Industry

20. Key Variables Political Strength & Level of Commitment of Sponsors Nature & Strength of Opposition Campaign Contributions Timing Key Player Involvement Coalition Lobbying

21. Ten Tips for Effective Lobbying Be Informed About Them Be Prepared Be on Time Be Brief and Focused Be Factual Ask Questions Be Courteous Be a Constituent Request Something Follow Up 10 TIPS

22. #11: Don’t Assume They Understand Your Business What do you think of Affiliate Marketing?

23. Remember Uncle Ted I just the other day got, an internet was sent by my staff at 10 o'clock in the morning on Friday and I just got it yesterday. Why? Because it got tangled up with all these things going on the internet ... They want to deliver vast amounts of information over the internet. And again, the internet is not something you just dump something on. It's not a truck. It's a series of tubes . .

24. Make it Simple

25. Make It Relevant Economic Benefits/Consequences Jobs (within district) Consumer Benefit/Loss Survey Data White Hats On Your Side

26. Associations Many assume monitoring role Beyond that requires commitment Washington Presence Staffing Key companies participating PAC Establishing & Maintaining Clout Relationship Building Grassroots Network Lobbying Media Maintaining Presence

28. Questions?

29. Wright Andrews Butera & Andrews 1301 Pennsylvania Ave., NW, Suite 500 Washington, DC 20004 Phone: 202-347-6875 Fax: 202-347-6876 [email_address] www.butera-andrews.com Bennet Kelley Internet Law Center 100 Wilshire Blvd, Suite 950 Santa Monica, CA 90401 Phone: 310-452-0401 Fax: 702-924-8740 [email_address] www.internetlawcenter.net Santa Monica Washington South Carolina