I just returned from the Texas Legislature and am headed to Washington for the American Council on Education’s (ACE) annual conference. All week I heard, “You make a good case for support, but we have no money.” And I am likely to hear the same song again in Washington.
It may be much the same even inside your institution. Your organization may have fallen on hard times too, and you are just told there is no money. You may have a good case for moving forward, but it is dismissed. The only remark you hear is the one for which there is no argument. We are broke.
In a situation like this there seems to be little hope. No matter how good a case you make for increased support, the answer is the same. I have been in this situation many times, and so today I have been asking myself, “What are the lessons I learned?”
In retrospect I realized that even in this legislative climate, by continuing to make my case, I have an opportunity to lay the groundwork with legislators for the day when the economy gets better. If I was impressive today, they just might want to help me even more tomorrow.
So the lessons I learned are these: 1. First, convey an empathetic understanding of the reality of the economic moment. 2. Then, continue to make your case for the social value of the support you need. 3. Look for changes in the situation over time that may allow some progress, no matter how little. 4. Make a reasonable compromise now, in exchange for a promise of support later. When times get better, your organization will too.
Bad economic times can really be depressing. But if, in a situation like this, your communication initiatives are handled positively, professionally and with confidence, you will establish a foundation now that will bring you even more success over time. In a word: Onward!
Larry D. Lauer 
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