Setting the Table: Who We're Talking To

• Which of these best describes your role for this engagement? Options: Chief Regulatory Officer, VP Government Affairs, General Counsel, Head of Regulatory Strategy, Project/Business Unit Lead, Other (describe below)
• Which internal stakeholders must sign off on advocacy decisions for this issue and who ultimately holds final authority? Options: CEO, Board/Committee, Legal Counsel, Finance, Operations/Engineering, Government Affairs/Regulatory, External Counsel, Other
• Who will be our day-to-day point of contact, and who are the alternate contacts for urgent escalations?
• How have prior engagements with outside advocacy firms felt to you—what delighted you and what frustrated you?
• Which confidentiality or internal approval constraints should we expect before you can share dockets, models, or customer data? Options: Strict NDA required and limited team access, Standard NDA acceptable, Sector-specific firewall agreements required, No special constraints, Pending internal approvals — will advise

What Keeps You Up at Night About This Docket?

• If regulators or legislators deliver the most likely outcome, what would feel like a hidden disaster for your business that others might dismiss?
• Which specific regulatory or legislative risks concern you most right now? Options: Rate disallowance or recovery limits, Adverse legal precedent, Siting/permitting denial, Market rule changes (capacity, scarcity pricing), Penalties or fines, Operational restrictions, Other
• How would you quantify the potential impact (annual revenue, project NPV, timeline delay) if the worst realistic outcome happens?
• Tell us about a recent proceeding that surprised your team—what signals did you miss and what did that experience feel like internally?
• Which parts of this risk keep your leadership most anxious? Options: Revenue impact, Project delays, Reputational damage, Regulatory precedent, Legal exposure, Investor relations, Other

Where the Power Really Lies

• Who or what could quietly swing this outcome that most teams overlook?
• Which external stakeholders matter most for this issue? Options: Commissioners, Commission staff, Governor's office, State legislative leaders/committees, Federal regulators (FERC), Local governments/municipalities, Community or environmental groups, Trade associations, Competitor companies, Procurement/agencies
• How would you characterize your current relationships with the key stakeholder groups you just selected? Options: Trusted/Collaborative, Transactional/Functional, Adversarial, Limited or Unknown
• Who are credible third-party messengers we could recruit (former commissioners, academics, trade allies) and why would their voice matter here?
• Are there political, labor, or local sensitivities that would materially change our advocacy approach? Options: Labor/job-security concerns, Environmental justice/local impacts, Economic development/local investment, Electric reliability/resilience concerns, None obvious, Other

What Winning Looks Like — Beyond the Obvious

• If you could lock in one outcome that would prove we 'won'—what single result would change how leadership evaluates this effort?
• Which measurable success signals should we track? Options: % rate recovery achieved, Project on-time or permitting milestones met, Favorable settlement or order terms, Avoidance of adverse precedent, Legislative carve-out/policy language, Preserved confidentiality/competitive protections, Other
• Who on your side formally signs off that success was achieved (and what committee or metric do they use)? Options: CEO, Board/Executive Committee, CRO/Head of Regulatory, General Counsel, CFO/Finance, Project Sponsor
• Which tradeoffs are acceptable—e.g., higher short-term cost for long-term certainty, or public visibility in exchange for stronger leverage?
• What outcomes would be non-starters regardless of other gains? Options: Full public disclosure of competitive info, Acceptance of broad adverse precedent, Long-term operational restrictions, Material loss of confidentiality, Other

What We've Tried and Why It Didn't Stick

• What prior advocacy moves felt decisive in the moment but later proved ineffective—and why do you think they fizzled?
• Which tactics have you used recently on similar matters? Options: Filed comments/testimony, Expert technical reports, Direct lobbying to staff/commissioners, Coalition building, Media/communications campaign, Settlement negotiations, Litigation
• Of those tactics, which delivered the most value and which consumed resources without commensurate return?
• Have you previously shared sensitive models/data with partners or coalitions, and did that create any downstream complications? Options: Yes — worked well, Yes — caused complications, No — we avoid sharing, Prefer to discuss privately
• What's the single internal process or cultural barrier that most often stalls your advocacy work (approval bottleneck, risk-averse leadership, data delays)?

Confidential and Competing Interests — Tell Us the Untold

• If we told you we might also represent a competitor in a related area, what would make you uncomfortable enough to decline our services?
• Do you foresee material conflicts with other clients we might represent in this docket or legislative effort? Options: Certain and material, Possible but manageable with walls, Unlikely, Don't know yet
• Which categories of data or information must never be shared outside a strict firewall (customer usage, pricing models, bids, proprietary technology)? Options: Customer usage data, Pricing/contract models, Project bids/cost estimates, Proprietary technical models, Legal privileged materials, None — no special restrictions
• What formal protections or protocols do you require before we begin (NDA, ethical wall, standstill, court-approved protocols)? Options: Mutual NDA, Firm-level ethical wall, Standstill agreement with specific parties, Court-approved confidentiality protocol, Standard engagement letter is sufficient
• How should we handle public or media inquiries about coalition work to avoid exposing competitive positions?

Decision Clock — Deadlines, Triggers, and Moment of Truth

• Which single deadline, if missed, would make the engagement pointless?
• Which firm deadlines and external milestones must we hit (filing dates, testimony windows, committee votes)? Options: Regulatory filing date, Technical conference/testimony window, Settlement negotiation window, Legislative committee vote, Governor's signing deadline, FERC procedural milestone
• Are there external triggers that could change priorities overnight (e.g., emergency rule, market event, high-profile incident)? Options: Market/price shock, Commission staff recommendation, Legislative amendment, Opposing party legal action, Media exposé, None expected
• What internal approval cycles determine how quickly you can act (legal review duration, finance sign-off, executive committee cadence)? Options: Immediate executive sign-off available, 24–72 hour legal review, Weekly executive committee, Monthly board review, Varies by issue — we'll describe
• If a pivotal event occurs, what's your preferred decision cadence for escalation and final approval? Options: Immediate escalation to CEO, 24-hour decision window, 48–72 hour emergency review, Weekly rapid-review meeting, Other

How Much Risk Are You Willing to Carry?

• If we proposed a bold, visible strategy with higher upside but a risk of public backlash, would you pull the trigger? Options: Yes, Maybe with conditions, No, Need to discuss with leadership
• What's your default posture toward litigation versus negotiation on high-stakes regulatory issues? Options: Litigate aggressively, Prefer negotiated settlements, Avoid litigation unless critical, Case-by-case
• How important is public visibility for this campaign—do you want to stay out of headlines, use targeted visibility, or lead the public narrative? Options: Avoid headlines, Targeted visibility only, Active public campaign, Flexible depending on moment
• What budget range can you realistically allocate for advocacy activities this cycle (noting retainer + potential success fees)? Options: $0–$50k, $50k–$200k, $200k–$750k, $750k–$2M, >$2M, Undetermined
• Beyond fees, what non-monetary resources can you commit (internal staff hours, subject-matter experts, data access, executive time)?

Practical Readiness — Documents, Experts, and Access

• Do you already have the core filings, models, and witness materials, or will we need to assemble critical evidence under time pressure?
• Which of the following artifacts are readily available to share with our team? Options: Regulatory filings/docket entries, Financial/price models, Engineering/technical studies, Customer usage data, Prior testimony/transcripts, Legal briefs/memoranda, Coalition agreements, Polling/surveys
• Who inside your organization can provide timely access to these materials? Options: Regulatory lead, In-house counsel, Finance analyst, Engineering/project lead, External consultant, Other
• Do you have expert witnesses identified or will you need us to recruit credible third parties? Options: Internal experts available, External experts already retained, Need us to recruit experts, Combination
• Are there logistical constraints we should plan for (security clearances, data redaction, travel restrictions, limited staff availability)?

Next Steps — What Would Make You Confident to Move Forward?

• What's the single smallest deliverable we could produce this week that would make you comfortable moving to a formal engagement?
• Which decision criteria will most influence your choice of an advocacy partner? Options: Track record on comparable matters, Seniority and relationships of assigned team, Price and commercial terms, Conflict and confidentiality policies, References from peers, Speed to mobilize
• Which types of references or case examples would you like to review before committing (regulatory win, legislative outcome, testimony record, coalition case study)? Options: Comparable regulatory win, Legislative success story, Expert testimony dossier, Coalition management example, Settlement/negotiation case, Other
• What's your internal procurement timeline for selecting a firm and executing an engagement? Options: Within 1 month, 1–3 months, Immediate (this week), Within 2 weeks, Undecided/variable
• How would you prefer initial commercial terms structured (fixed fee, retainer + success fee, hourly, milestone-based), and are there internal constraints we should know about? Options: Fixed fee, Retainer + success fee, Hourly/time-and-materials, Milestone-based payments, Hybrid/other
• Who else should be present for a follow-up proposal discussion to ensure we address all decision-makers' needs?

Quick Snapshot: Where We Stand Right Now

• Which active regulatory dockets, bills, or rulemakings are you most urgently tracking right now? Please list docket/bill identifiers and brief titles.
• Which jurisdictions (state commissions, FERC, legislative chambers, federal agencies) are involved for those items? Options: State PUC(s), FERC, State legislature(s), Congress/Congressional committee, State rulemaking body, Other federal agency
• How would you rank the priority of each item on a 1–5 scale (1 = routine, 5 = existential to revenue or project timeline)? Options: 1, 2, 3, 4, 5
• Who internally owns each item day-to-day (titles or teams)? If multiple, who is the ultimate decision approver (legal, CEO, board)?
• Are there confidentiality or competitive-information constraints we need to respect while working on these items? Options: Yes — strict NDAs/conflicts, Yes — limited sharing with counsel only, No special constraints, Unsure / needs confirmation
• Which external partners, coalitions, or trade associations are already involved with these matters? Options: Existing coalition, Trade association only, External counsel, No external partners yet, Other

What Keeps You Up at Night About the Record

• If the current administrative record were entered as-is, what worst-case outcome would you fear seeing in the final order or law?
• Which parts of the record do you believe are most vulnerable to legal challenge, political reversal, or public criticism? Options: Cost recovery claims, Market rule interpretations, Siting/environmental findings, Data/forecasting assumptions, Procedural fairness, Other
• How exposed is your organization financially or operationally if the unfavorable result materializes (quantify if possible)? Options: Nominal, Moderate, Material, Severe/Existential, Unknown
• Who outside your organization is likely to amplify a negative outcome (competitors, consumer groups, legislators, media)? Options: Competitors, Consumer advocates, Environmental groups, Local government, State legislators, Media/press, Other
• How does it feel internally when these risks surface—frustrated, resigned, mobilized, or divided? Can you give an example?
• Have you previously underestimated a docket’s downstream impact? What did you miss and how long did it take to recover?

Hidden Leaks: What Docket History Is Costing You?

• Are there past regulatory or legislative outcomes in your record that are quietly shaping current risk or limiting options? Options: Yes — recent precedent, Yes — older precedent, No obvious precedent, Unsure
• Which specific past decisions or settlements continue to constrain your negotiating space today? Please name decisions, years, and impact.
• When prior outcomes went against you, what tactical mistakes or evidence gaps were the most decisive? Options: Weak technical analysis, Poor stakeholder engagement, Late filings, Inadequate testimony, Conflicts of interest, Other
• How often have prior regulatory outcomes forced operational changes (rate adjustments, project delays, contract renegotiations)? Options: Frequently, Occasionally, Rarely, Never
• If you could undo one regulatory precedent that's hampering you today, which would it be and why?
• What evidence or analysis do you wish you'd had in those past matters that would have altered the result?

Who Really Decides — Beyond the Names on the Order

• Who do you think is being under-considered in your decision map—who has real influence but little visibility? Options: Commission staff, Key legislators, Governor's office, Regional grid operators, Local electeds, Consumer groups, Utility customers, Other
• How strong are your existing relationships with the primary decision-makers and their staff (rate from close/trusted to unestablished)? Options: Trusted/regular contact, Known but infrequent, Emerging; one-off contacts, No relationship
• Which external stakeholders’ reactions most alter the trajectory of a proceeding for your issue (e.g., utilities, IPPs, labor, environmental groups)? Options: Utilities, Independent power producers, Environmental NGOs, Labor unions, Municipal governments, Large customers, Other
• Have any stakeholders publicly signaled a firm position that constrains your options? If so, who and what did they say?
• Who internally must sign off on advocacy decisions (legal, regulatory, government affairs, CEO, board)? List titles and their typical time-to-respond for approvals.
• How comfortable are you with our team introducing new coalition partners or external experts to your stakeholders—any partners off-limits? Options: Completely comfortable, Conditionally comfortable, Prefer no new partners, Requires prior approval

Advocacy Voice: Where Have You Staked Your Position?

• If we read your current filings, testimony, and public statements, what one message would stand out as your core ask?
• Which technical or economic analyses currently support that message (load forecasts, cost studies, modeling, precedent orders)? Options: Rate impact analyses, Market modeling, Engineering studies, Cost-benefit analyses, Customer impact analysis, None/limited
• How consistent is your messaging across legal, regulatory, and government affairs channels? Options: Fully aligned, Mostly aligned with minor differences, Siloed – significant differences, We haven't coordinated messaging
• Are there internal or external tensions that make a single coherent position difficult (e.g., commercial competition, client conflicts, regulatory vs. legislative goals)? Options: Yes — internal tension, Yes — external conflicts, Both, No
• Have you previously used coalition statements, joint filings, or stakeholder testimony to shift outcomes? What worked or didn’t?
• What confidential competitive information might limit our willingness to join or lead certain coalition activities on your behalf? Options: Customer data, Bid/project details, Proprietary modeling, None, Other

What’s an Acceptable Outcome — and What Would Break the Deal?

• If you had to define ‘success’ for these dockets/bills in one sentence, what would it be?
• Which measurable metrics will you use to judge success (rate recovery %, timeline preserved, policy language, avoided penalties)? Options: Rate recovery %, Timeline adherence, Policy language retained, Avoided fines/penalties, Preserved market access, Other
• What are the non-negotiables—terms or outcomes that would make you pull back from the engagement altogether?
• Where on the tradeoff spectrum are you willing to compromise—speed vs. depth of analysis, public testimony vs. private negotiation, settlement vs. full adjudication? Options: Prioritize speed, Prioritize depth/analysis, Prefer private negotiation, Prefer public advocacy/testimony, Prefer settlement, Prefer full adjudication
• What timelines are unacceptable (e.g., any delay that pushes project in-service date, rate case cycle, legislative session)? Please specify dates or deadlines.
• How would a narrowly favorable outcome (partial wins) change your next 12 months operationally or financially?

Information Gaps, Logistics & Data Readiness

• Do you currently have the source documents and data required for robust advocacy (workpapers, models, vendor reports, witness bios)? Options: Complete and organized, Partial — needs collection, Scattered across teams, Minimal / must be created
• Who controls access to critical documents and how quickly can we get permissions or redacted versions?
• Which expert witnesses or internal SMEs are available for testimony or technical workshops, and what is their availability window?
• Are there data privacy, competitive, or security protocols we must follow when sharing analysis with external partners? Options: Strict NDA required, Counsel-only sharing, Standard data handling OK, Other
• What systems do you prefer for document exchange and collaboration (e.g., secure FTP, SharePoint, virtual data room)? Options: Secure FTP, SharePoint/OneDrive, Virtual data room, Email (limited), Other
• What has been the biggest bottleneck in prior discovery or filing cycles—data cleanliness, executive availability, legal review, or external coordination? Options: Data cleanliness, Executive availability, Legal review speed, External partner coordination, Other

Decision Path & Timing — If We Move, How Fast?

• If we recommended an immediate tactical shift, who would need to approve it and what is their typical decision timeline?
• What procurement or retainer processes do we need to navigate (RFP, legal approval, budget cycle)? Options: Formal RFP, Quick vendor selection, Legal vetting then procurement, Requires board approval, Other
• How does your organization typically evaluate outside advocacy firms—track record, team seniority, references, price, or something else? Options: Track record, Team seniority, Client references, Price, Cultural fit, Other
• Are there upcoming procedural deadlines or legislative calendars that make a near-term push mandatory? Please list dates.
• If an experiential pilot or rapid filing could materially change the momentum, how soon would you want to see a draft or proposal? Options: Within 48 hours, Within 1 week, Within 2–4 weeks, Longer than 1 month
• Are there internal or external review gates (compliance, PR, CFO) that typically add latency—how long do they take?

Quick Wins You’d Welcome — What Would Reassure You First?

• If we could deliver one tangible deliverable in the next two weeks that would materially reduce your anxiety about these matters, what should it be?
• Would you prefer an early private briefing for executives, a technical memo for counsel, or a public-ready draft filing as the first deliverable? Options: Executive briefing, Technical memo for counsel, Public-ready draft filing, Coalition outreach note, Other
• What level of detail reassures your executive team most—high-level risk matrix, quantified exposure table, or step-by-step mitigation plan? Options: High-level risk matrix, Quantified exposure table, Step-by-step mitigation plan, Combination
• How would you like us to surface tradeoffs as decisions are made—regular scoring, scenario runs, or a recommended path with alternatives? Options: Regular scoring, Scenario runs, Recommended path with alternatives, Ad-hoc conversations
• What would make you feel confident handing this matter to an external team—past case examples, references from peer utilities, or senior-level commitment? Options: Past case examples, Peer references, Senior-level commitment, Transparent conflict protocols, Other
• Who should receive our first draft and who should be consulted before we share externally?

Starting on the Same Page

• Which dockets, filings, or bills should we prioritize for immediate pre-deployment work? (select all that apply) Options: State rate case / PUC docket, FERC filing, State legislative bill, Siting / permitting application, Rulemaking / agency proceeding, Interconnection / market rule change, Other (please specify)
• Please list the top 1–3 specific dockets or bill identifiers (docket number, bill number, short title) and the one-sentence outcome you care about most for each.
• What absolute non-negotiables (confidential information, timing constraints, regulatory limitations) must be preserved before any public filing or testimony?
• Who will be our primary internal day-to-day contact for deployment coordination and what’s the preferred method to reach them? Options: Chief Regulatory Officer, VP Government Affairs, General Counsel, Regulatory Director / Manager, External Affairs / Communications, Other (name & role)
• Which upcoming date or milestone creates a hard deadline for readiness (hearing date, filing deadline, vote) and why is it critical?

What Could Trip Us Up at the Last Mile?

• What single overlooked dependency would derail our filing, hearing, or testimony if it isn’t resolved in the next 72 hours?
• For the prioritized matters, do we have direct access to the source datasets and documents we’ll cite (billing records, interval meter data, contracts, past testimony)? Options: Full access today, Partial access (some sources missing), Access requires permission / request, No access yet, Not applicable / none required
• How are those datasets currently delivered or stored (choose all that apply)? Options: Secure SFTP / data drop, Client portal (login), Email attachments, Physical files / PDFs, Third-party vendor portal, Not yet determined
• Are there data privacy or aggregation requirements (customer anonymization, redaction, statutory protections) that will constrain what we can include in a public filing? Options: Yes — strict limitations, Yes — moderate limitations, No special requirements, Unknown / need legal review
• If any data sources are missing, please list them and estimate how long it would take to secure each (hours/days/weeks).

Who Will Stand Up and Speak — And Are They Ready?

• If we had to deliver testimony tomorrow, which of your people could credibly testify with minimal prep? Options: CRO/CEO-level executive, Regulatory lead / director, Technical witness (engineer/analyst), External expert witness, No one currently ready, Other
• List the preferred witnesses, their roles, and the best contact details for scheduling prep sessions.
• Have any of these witnesses previously testified on a similar issue or docket in the last 3 years? Options: Yes — several, Yes — one or two, No
• What logistical constraints might limit witness availability (regulatory blackout dates, vacation, travel, competing hearings)?
• Do any witnesses require additional protections (anonymity, off-the-record prep, limited public identification)? Options: Yes — anonymity needed, Yes — limited public ID, No special protections required, Undecided / need guidance

Do Our Lawyers Play in the Same Sandbox?

• Where do your internal counsel and our counsel still disagree about scope, privilege, or conflicts that could block filing or testimony?
• Which counsel teams will be actively involved in approvals and communications (select all that apply)? Options: Inside GC / regulatory counsel, Outside law firm A, Outside law firm B, Company compliance/ethics officer, Local counsel in jurisdiction, Our external counsel team
• Do we have standing NDAs, engagement letters, and privilege protocols in place to exchange sensitive material now? Options: All in place, Partial — some agreements pending, None in place, Unsure — need counsel to confirm
• What communication channel should we use for privileged or high-risk exchanges (select one)? Options: Encrypted email / secure file transfer, Secure client portal, Phone / in-person only, Law-firm secure portal, Other (specify)
• Are there jurisdiction-specific ex parte or lobbying restrictions we should factor into counsel coordination? Options: Yes — strict restrictions, Yes — moderate restrictions, No significant restrictions, Need counsel review

When the Public Sees This… Are We Comfortable?

• What part of a public filing or live testimony would make your team most uncomfortable if it were widely reported?
• Do you have pre-approved messaging and a sign-off path for public statements and testimony? Options: Pre-approved templates and signers, Template exists but sign-off unclear, No templates; ad hoc sign-off, Need PR counsel involvement
• Which internal stakeholders must sign off before anything goes public (choose all that apply)? Options: CEO, General Counsel, VP Government Affairs, Head of Regulatory, External Affairs / Communications, Board / Exec Committee, Other
• Is there a pre-authorization or escalation path for urgent public responses (e.g., surprise testimony or media leaks)? Options: Yes — defined escalation matrix, Partial — informal contacts, No — need to create one
• Do you want our team to draft press-ready excerpts of filings or testimony that are pre-cleared for release? Options: Yes — full package, Yes — bullet points only, No — we'll handle communications

Maps, Lists, and Roll Calls — How Complete Are They?

• Which single stakeholder, if not engaged before deployment, would most actively sway the decision against us?
• Do you have up-to-date contact lists for regulators, committee staffers, coalition partners, allied utilities, and opposing parties? Options: Comprehensive and current, Mostly current with gaps, Fragmented lists across teams, No consolidated list
• Can we access historical engagement notes and prior commitments for key regulators or legislators (meeting notes, past positions, promises made)? Options: Yes — centralized CRM, Partially — scattered docs, No — not captured
• Are there coalition partners who require advance review or NDAs before we share draft materials? Options: Yes — NDA required, Yes — review and approval required, No special requirements, Unknown — need to check
• Who should be the escalation contact for outreach issues (name, role, backup)?

What Keeps Us Out of Legal and Ethical Trouble?

• What legal or ethical exposure are we tolerating now that would be risky to escalate once we go public?
• Are there active or potential conflicts of interest with other clients, partners, or pending proceedings? Options: No conflicts, Yes — manageable with waiver, Yes — material conflict likely, Unknown — counsel needs to review
• Do we need engagement-specific conflict screens, imputation waivers, or ethical walls set up before deployment? Options: Yes — screens/waivers required, Possibly — depends on counsel review, No
• Are there record-retention or discovery obligations (e.g., email preservation, document hold) that must be implemented now? Options: Yes — immediate hold required, Yes — scheduled hold, No, Unsure — need legal guidance
• What approvals or legal sign-offs must be documented before we file or present testimony?

Go / No‑Go — The Final Readiness Checklist

• If one checklist item were still missing at deploy time, would you rather pause or proceed? Which item would push you to pause? Options: Pause — data incomplete, Pause — witnesses not ready, Pause — legal/conflict unresolved, Proceed despite gaps, Undecided
• Which of the following readiness items are currently complete? (select all that apply) Options: Data access secured, Witnesses assigned and prelim-prepped, Counsel sign-off on privilege/conflict, Public testimony clearance obtained, Stakeholder contact lists updated, Draft filings prepared, Security/NDAs in place
• For any items you marked incomplete, provide a realistic time-to-complete estimate and the blocking issue.
• Who has final authority to call a deployment Go/No‑Go (name, role), and what is the minimum notice they require to make that call?
• How should we monitor outcomes and assign owners for post-deployment tasks (evidence tracking, media responses, monitoring regulatory reactions)? Options: Shared project tracker with owners, Weekly stand-up calls, Designated post-deploy owner + backup, Ad hoc as issues arise

Starting Point: What's Top of Mind?

• What's the single regulatory docket, bill, or rulemaking that takes up the most attention for your team right now?
• Is this primarily a state, federal, regional (RTO/ISO), or local proceeding? Options: State public utility commission, Federal (FERC, EPA, etc.), State legislature, U.S. Congress, Regional grid operator / ISO/RTO, Local permitting / siting body, Other
• How soon does a material decision or milestone happen on this issue? Options: Within 30 days, 30–90 days, 3–6 months, 6–12 months, Beyond 12 months, Unknown
• Why does this matter to your organization—select the primary impacts you’re worried about and then tell us more below. Options: Rate recovery / revenue risk, Project permitting / delays, Market rules affecting dispatch or compensation, Compliance / legal exposure, Reputational risk, Competitive disadvantage, Other
• Briefly describe a concrete example of how that impact could show up for you (loss in $/project delay/board concern/etc.).

If We Let This Run Its Course, What Breaks First?

• What’s the most likely negative outcome if no active advocacy occurs—be blunt: what breaks, who notices, and when?
• Which stakeholders (regulators, legislators, consumer groups, competitors) would be most influential in producing that outcome? Options: State regulator staff, Commissioners, Legislative committee chairs, Governor's office / executive branch, Consumer advocates / NGOs, Industry competitors, Media, Other
• How would that outcome affect your KPIs or project timelines—estimate magnitude (e.g., % revenue, $ impact, months of delay).
• How worried is your executive team—are they tracking this daily, weekly, or only when escalated? Options: Daily, Weekly, Monthly, Only on escalation, Not tracking
• Who inside the company will feel the immediate heat if the worst-case plays out (title/role) and how have they reacted so far?

Who’s Actually Holding the Keys?

• If a single person’s vote, signature, or intervention could decide this, who is it—and why would they change their mind this time?
• Map the internal decision path for signing off on advocacy actions (who approves budget, counsel, CEO sign-off, legal review).
• Which external gatekeepers matter most for this issue (commissioner names, legislative committee chairs, staffers, agency divisions)?
• Which of those gatekeepers do you or your team already have meaningful relationships with? Options: Direct senior relationships, Staff-level contacts, Past testifying relationships, No current relationship, Unknown / need research
• Who else inside your organization should be in our core working group (names or roles), and who should we only alert if escalated?

The Stories People Tell About You

• What narrative do regulators, legislators, and key stakeholders currently tell about your company—and how has that narrative helped or hurt you?
• Have there been recent public decisions, complaints, or media stories that shape that narrative? Please cite examples and dates.
• Which parts of your record are mission-critical to emphasize, and which parts do you prefer to minimize or reframe? Options: Technical reliability/performance, Ratepayer protections / affordability, Investment in clean energy, Legal disputes / enforcement history, Past lobbying activity, Customer service/complaints, Other
• How emotionally comfortable are your leaders with public hearings, testimony, or media engagement on this issue? Options: Very comfortable, Somewhat comfortable, Hesitant, Prefer to avoid public exposure
• Tell us about a past victory or setback that still influences how stakeholders perceive you—and why it matters today.

Confidentiality and Competitive Pressure: What Can We Share?

• Imagine a leak of commercially sensitive information during this advocacy—what would that look like and what would the consequences be?
• Do you have current conflicts, overlapping clients, or competitive issues that require gating or strict Chinese-wall protocols? Options: Yes—requires strict screening, Yes—manageable with limited disclosure, No known conflicts, Unsure—need assessment
• Which documents or data sources are off-limits, require an NDA, or must be anonymized before sharing (choose all that apply)? Options: Customer billing data, Proprietary models/forecasting, Pending contract terms, Competitive project bids, Internal risk assessments, None
• Would you welcome a standing confidentiality agreement or a tailored evidence-sharing protocol for this engagement? Options: Yes—standard NDA, Yes—tailored data-sharing protocol, No, ad-hoc sharing is fine, Unsure
• Who in your legal or compliance team should we coordinate with on conflicts and document handling (name/role)?

What Does Victory Actually Look Like (Beyond the Headline)?

• If we came back after the proceeding and you were satisfied, what specific outcomes would you point to as proof (be quantitative where possible)?
• Which outcomes are non-negotiable 'must-wins' versus acceptable tradeoffs we can live with? Options: Must-win (no compromise), Preferred but negotiable, Acceptable tradeoff, Unknown / need to define
• What short-term sign (within 30–90 days) would convince you we are on track toward that victory? Options: Favorable interim order or vote, Support from key stakeholder, Positive draft language in bill/rule, Coalition formed, Other
• How should we quantify success for your CFO/CEO—financial metrics, timeline preservation, reputational score, or other measures? Options: $ impact / recovery, Months of avoided delay, Maintained market position, Regulatory precedent preserved, Reputational improvement, Other
• If a partial win occurs, what minimum threshold makes it 'good enough' to stop further spend and effort?

What Political Capital and Internal Bandwidth Can We Spend?

• How much executive time and political cover are you willing to deploy—CEO testimony, executive outreach to governors/senators, or board involvement? Options: CEO engagement and testimony, Senior-exec outreach (SVP/EVP), Limited executive briefings only, No executive exposure preferred, Unsure
• What internal resources can we expect to lean on (policy staff, regulatory analysts, subject-matter experts) and approximate FTE availability?
• Are you prepared to join or lead a coalition on this issue? If yes, what level of visibility and resource commitment would you provide? Options: Lead and fund coalition, Active member and resource contributor, Passive member with limited input, Prefer not to engage in coalitions
• What budget range have you set aside or expect to authorize for achieving the objectives on this docket or bill? Options: < $50k, $50k–$150k, $150k–$500k, $500k–$1M, > $1M, Undisclosed / flexible
• How do political cycles or upcoming elections change your appetite to push hard on this issue right now? Options: Increases urgency, Makes us cautious, No change, Unsure

Signals to Stop, Pivot, or Double Down

• What one early signal would make you ask us to stop and re-evaluate strategy immediately?
• What would be a clear indicator to pivot tactics rather than continue on the same path? Options: Opposing coalition grows, Regulator signals fixed stance, Adverse legal finding, Change in leadership, Other
• What concrete monitoring plan do you expect—daily briefings, weekly memos, real-time alerts—and who should receive each? Options: Real-time alerts, Daily summary, Weekly brief, Monthly executive update, Ad-hoc as needed
• Who has final authority to call a strategic pause or shift (name/role)?
• If we recommend escalation, what format and cadence do you prefer (written memo, briefing call, in-person meeting)? Options: Written memo, Briefing call, In-person meeting, Scorecard with recommendation, Other

Practical Logistics: Data, Counsel, and Witnesses

• What evidence, models, or datasets will be essential for filings or testimony, and which of those are immediately available?
• Do you have in-house counsel or outside counsel who must review filings or coordinate discovery? Provide contact role and preferred workflow. Options: In-house counsel primary, Outside counsel primary, Both — coordinated, No counsel assigned yet
• Are there potential witnesses (internal experts, third-party consultants, customers) ready to testify or brief staff? Please name roles and availability windows.
• Which operational constraints do we need to respect when planning (e.g., blackout periods, ongoing litigation, security clearances)? Options: Pending litigation, Operational blackout, Security / clearance constraints, Confidential commercial negotiations, None of the above, Other
• What format do you prefer for sharing sensitive materials with our team (secure portal, encrypted email, in-person drop, data room)? Options: Secure portal / VDR, Encrypted email, In-person review, Shared internal drive with restrictions, Other

Closing the Loop: Decisions, Timelines, and Next Steps

• Based on this conversation, what decision do you expect from your leadership in the next 7–14 days about pursuing advocacy support? Options: Approve full engagement, Approve limited scoping work, Delay decision, Decline at this time, Need more info
• Who should receive our proposal and who must be copied on any formal engagement letters (name/role)?
• What are the non-negotiable contractual terms or governance items that must be included before you sign (retainer model, conflict rules, termination rights, indemnity, CII protections)? Options: Retainer with hourly overlay, Flat-fee milestone, Conflict screening clause, Termination with notice, CII/data protection clause, Other
• Realistically, what is the single next concrete step you’d like our team to take after we finish this discovery? Options: Draft strategic assessment, Provide budget estimate, Set up stakeholder mapping session, Prepare NDA/conflict check, Other
• Any final concerns, red lines, or context we should know before building a tailored engagement plan?