Contract Tips Every Political Consultant Should Know
Takeaways from AAPC’s Must-Watch Webinar with Trey Richardson & Joe Birkenstock
In the world of political consulting, your handshake might get you the gig—but without a contract, it won’t get you paid. That was the tough-love message from seasoned pros Trey Richardson (Sagac Public Affairs) and Joe Birkenstock (Sandler Reiff Lamb Rosenstein & Birkenstock, P.C.) during an AAPC webinar packed with war stories and practical takeaways on how to protect your work and your wallet.
“Just because it’s approved doesn’t mean it’s done,” warned Richardson, who’s been navigating contracts in political and public affairs work for nearly four decades. “I’ve seen campaigns fizzle and clients ghost us—because we started work with no signed agreement.”
Birkenstock, a political law expert, drove it home: “A contract doesn’t have to be written to be legal, but good luck enforcing an oral one in court.”
Read on for key learnings political consultants can’t afford to ignore:
No Contract, No Work
Starting work on a verbal agreement is a recipe for disaster. “I’ve been stiffed more than once,” admitted Richardson. “A handshake doesn’t equal a deal.” Instead, spell out the scope, timeline, and payment terms in writing—before you lift a finger.
Identify the Real Decision-Maker
“Just because the candidate says yes doesn’t mean the campaign can pay you,” said Birkenstock. Make sure your contract is with the legal entity—usually the campaign committee—and that the treasurer or authorized agent signs off.
Set Payment Expectations Early
Late payments plague both campaigns and corporate clients. Richardson recommends defining fee schedules and including late fee clauses: “We charge upfront for startup costs and include options for time-and-materials billing if scope creeps.”
Birkenstock added a clever clause: “If net payment terms are 90 days, then invoices must be reviewed within 30. Don’t let clients dispute work months after it’s done.”
