What Macro Trend Have You Noticed Beginning To Impact The Way You Do Business?

As a long-time hill staffer and general counsel for an advocacy organization, I have seen executives interact with members of Congress and senior federal officials from both sides of the table. When these meetings don’t go well, it’s usually because the advocates do not adequately know their audience. You can’t assume a busy member of Congress or agency official will know or care about your issue in isolation. You must provide context that matches the official’s interests and responsibilities. Within the first five minutes, everyone in the meeting should know why they are together and why that makes sense based on their respective roles and the issues under discussion. By the end, everyone should know what the specific “ask” is. Clarity in these areas demonstrates respect for the officials’ time and position, and not only leads to effective and efficient meetings but also usually return invitations.

MARY ROSE KELLER
Mary Rose Keller, VP clinical operations at Tocagen, has 30+ years of industry experience in clinical development strategy and execution of global Phase 1 to 4 clinical trials for drug, biologic, and diagnostic products.