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Play the reciprocity game
Be proactive Never take without giving. There is a chronic and apparent need
The earlier you intervene in the legislative process, the more ef- on the part of EU decision-makers for market data, industry infor-
fective you will be. Build your relationships before you actually mation, and expertise. The best way to capture the EU official‘s
need something. Schedule introductory meetings with officials interest and also indirectly influence decision-makers is to provi-
and other contact persons to get to know each other and exchange de these data. Always offer an acceptable alternative when you
views. This will also help you to adopt the right approach with eve- are trying to prevent or change a regulation. Providing informa-
ry official. tion or supporting the Commission in areas that are not of your
direct interest could also build your credibility and advance your
3 primary interest.
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Subscribe to the principles of European integration Be aware of cultural differences
Your case should always be presented as something able to make a An official of Portuguese origin will express himself differently
contribution to the aims of European integration, which is based on from a German. A UK Member of Parliament will have different
a number of principles, such as free movement of goods and per- expectations from his or her Greek colleague. Become familiar
sons, social cohesion, the fight against unemployment, and com- with these differences.
petitiveness. Highlighting these principles, on which all European
legislation and initiatives are based, will enhance your profile.
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Attention to Detail
The saying ‘the devil is in the details’ is always a useful one to have
Form alliances; know your opponents in mind. Often, the details of draft directives (such as annexes laying
It is very rare that a single interest group can make a strong enough down technical specifications) can result in unintended conse-
case. Building alliances with related groups (e. g. European coun- quences. Officials and parliamentarians will be grateful to anyone
terpart associations) is indispensable to your lobbying campaign. who can help them to avoid making fools of themselves. Attention
In some cases, you could set up an ad hoc organisation to present to detail also means making sure that you are following all develop-
a certain alliance lobbying a particular issue. Find out who your op- ments throughout the full co-decision procedure.
ponents are. Your argument will be more effective if it takes your
opponents‘ into account.