Obviously, it helps a lot if a lobbyist or an organization represents a large, politically active entity with thousands of members (like the Utah Education Association, the Realtors, the banks, credit unions, etc.). Skill, smarts and relationships are still necessary, but representing a large organization willing to engage politically at the grass-roots level provides instant clout.

Money always talks in politics. But it needs to be smart money, targeted and leveraged. It's easy to waste money in contributions and advertising.

Influential lobbyists come in a couple of different flavors. (They hate to see their names in the paper, so I thought I'd list some.) Some lobbyists represent one business, industry, or association (like Ruland Gill, Questar; John T. Nielsen, IHC; Howard Headlee, bankers; and Mike Jerman, Taxpayers Association). The true hired guns are the contract lobbyists with their long lists of clients (Paul Rogers, Dave Spatafore, Doug Foxley, Shelly Teuscher, Frank Pignanelli, Sue Ferry, Cap Ferry, David Stewart, Blaze Wharton, Candace Daly, Fred Finlinson, Dan Hartman, Rob Jolley, Gary Thorup, Craig Peterson, Roger Tew and lots more I don't have space to list).

Why hire a lobbyist? Because it works. The good lobbyists know the process, have relationships with the right people, and have access. The one downside to some of the contract lobbyists is they have so many clients going in so many different directions that you're not always sure if they're devoting much time to your issue and objectives. That's why some groups hire half a dozen lobbyists or more, hoping they can amass enough firepower to win.

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Republican LaVarr Webb was policy deputy to Gov. Mike Leavitt and Deseret News managing editor. He now is a political consultant and lobbyist. E-mail: lwebb@exoro.com. Democrat Frank Pignanelli is a Salt Lake attorney, lobbyist and political adviser. A former candidate for Salt Lake mayor, Pignanelli served 10 years in the Utah House of Representatives, six years as House minority leader. E-mail: frankp@xmission.com.