On Thursday, March 22, 2018, Frank Pignanelli gave students a brief look into his career as a lobbyist and also provided career advice and life lessons. Pignanelli is a founding partner in the law firm Foxley & Pignanelli, specializing in government relations and public affairs. Pignanelli served in the House of Representatives for ten years, as one of the youngest Utahns ever elected to state office. Currently he serves on the advisory board for the Lassonde Entrepreneur Institute at the University of Utah and The University of Utah Venture Fund. He also writes a Sunday column on political activities in Utah for the Deseret News.
Speaking as part of the Public Affairs Lecture Series, Pignanelli first explained what makes a good lobbyist. He is explained that it is critical that a lobbyist has strong communication skills, can think strategically and understand that the environment he or she is working in. Quoting Godfather, he said, “it is not personal, it’s strictly business.”He addressed the fact that lobbyists as a profession are often perceived in a negative way, because their job is to educate lawmakers on issues and hope to influence their direction. He explained that lobbying is one of the primary functions of democracy, because it helps lawmakers understand what the citizen wants and needs. However, he explained that as a lobbyist, he will “always lose in a battle with a well organized citizen group.” Pignanelli used the words of Sun Tzu to emphasize his points, “Those who do not know the plans of competitors cannot prepare alliances. Those who do not know the lay of the land cannot maneuver their forces. Those who do not use local guides cannot take advantage of the ground.”
In his opinion, there are many positive aspects to lobbying. It impacts public policy in the name of the people, it utilizes political and communication skills, and there is no pressure to hold office.
Pignanelli’s career path was not as direct as most lobbyists, but intriguing nonetheless. After attending the University of Utah law school, and gaining some experience in the field, he ran for the House of Representatives in 1986. He also worked as a trial attorney for a number of years and in October of 1997, formed his lobbying firm with his partner, Doug Foxley.
Highlighting his career and things that he has learned along the way, he stressed that employers look for somebody who can work well with others, communicate well, and work hard with a lot of dedication. His general advice included: learn how to work with others, think of ways to self improve, and communication skills are imperative. Above all, he stressed that treating people well—both clients and colleagues—is critical to your reputation and good career. Ann Landers said, “you can easily judge the character of a person by how he or she treats those who can do nothing for her or him.” He explained that this advice applies to all people, regardless of profession. In closing he stated that the skills needed to be a good lobbyist will serve well for any and all professions: effectively communicating, being a leader, treating others well and working hard.
Thank you Frank Pignanelli for sharing your career and insights with us!