Notes on Ranch Planning and Appl!

Background

Despite having the word conservationist as a part of
many Natural Resources Conservation Service (NRCS)
working titles, we the NRCS do not apply conservation
to the land. We sell it to people. If we do a good job of
selling conservation to people, they will apply it to the
land. Therefore, we

are really people
conservationists. It Our job, then, is to belp
landowners want to do
the things that will be of
to do something most benefit to them and

badly enough, they the resources in the long
usually find a way to run.

get it done. If they
don’t want to do it,
they can think of a dozen reasons it can’t be done. Our
job, then, is to help landowners want to do the things
that will be of most benefit to them and the resoure
in the long run. This means motivation, and motivation,
depends mostly on communication. We need to get in
tune to get the job done.

is just human nature
that if people want

One cardinal rule in working with landowners: Never
ask a question to which they might give the wrong
answer. If they give the wrong answer, we are
with telling them they are wrong—and this isn’t good
communication, It is far better to say to the landowner,
“Most people think

iced

plants get their food
from the soil, but you
and I know they don’t
because there is no
plant food in the soil.”
Also, we should never
let them commit themselves to a spec
nor to specific treatment measures until we have
helped them understand their land and made an
inventory because some people hesitate to back down
even if they find they are wrong.

Never ask a question to
which they might give
the wrong answer:

stocking rate

A conservation plan does not exist until the owners or
operators make decisions. Therefore, they must be led

to make decisions. It

is equally important,
however, that we do
not let them make
decisions until they
have the understand-
ing and background

A conservation plan does
not exist until the owners

or operators make
decisions.

you.” Tactfully stick

for making the right decisions. We can suggest that
they withhold final decisions until we have helped
them consider all their resources and opportunities.

Always take the positive approach. Point out opportu-
nities, not just problems. If a landowner has a thick
patch of brush, this represents an opportunity to
replace some of that brush with good grass. If the
pastures are too large, there is an opportunity to
increase the harvest efficiency by cross-fencing and
grazing management. Low plant vigor presents a fine
opportunity to increase production through the
application of a Prescribed Grazing Management plan
that balances animal numbers with forage production
and achieves the needed rest of the pastures.

Naturally, no two landowners are exactly alike just
no two ranches or stock farms are exactly alike.
Therefore, we must keep our approach flexible and
adapt it to the individuals with whom we are working.

Ask leading questions. Have the ranchers supply
information. This will help them realize that you are
ed in them and what they know
about their operation. If you accept some of their
ideas, they will more
readily accept yours.
The sign of a good

sincere and intere:

The sign of a good
conservationist is to lead
landowners to think they
thought up the idea in the
first place.

conservationist is to
lead landowners to
think they thought
up the idea in the
first place. Give
them full credit for the successful things being done
and for the good ideas they present. A pat on the back
really helps, but don’t get carried away and agree when
they are dead wrong. Better to say something like,
“That is probably true in some cases, but would you
consider looking at it in this way.”

Always be frank and businesslike when working with
people. Admit you don’t know the answer

to a question rather
than risk giving the
wrong answer. Tell
them, “J. am not sure,
but I will find out for

Admit you don’t know
the answer to a question
rather than risk giving

the wrong answer Tell
them, “I am not sure, but
I will find out for you.”

with your convictions


6 Notes on Ranch Planning and Application

cems more personal. They feel as if you are talking
and, not something that

about their plans and thei
may have happened elsewhere. Besides, while you are
drawing the sketch, you can describe each point as you
go along. This gives it continuity and puts the action in
the proper sequence. Try it. It works.

Jargon
Avoid using our technical jargon, or at least define the
it with the landowner. Most

term before you us
people don’t know what historical climax plant
communities are. So

Avoid using our techni-
cal jargon, or at least
define the term before

when you are
working on range-

lands, you can tell

them that this is the
kind and mixture of
plants best adapted
to this particular soil and climate, or that this
tended to grow on this

you use it with the
landowner:

s the

kind of plant cover

land (or site).

Don't talk about deer 's, or invaders

until you have properly di

s, increa:
ned them in terms the
For example:

landowner clearly understands.

Over the centuries, nature developed the mixture of
plants best adapted to this site. Included in the
mixture were plants that green up early in the spring,
some that do most of their growing during bot
weather, and others that grow in late fall and winter
Some of these plants had deep root systems, and
others had shallower roots. Some plant could use

moisture available at any time of year and from
various depths in the soil.

Under normal conditions this plant community was
relatively stable. Some of these plants are more
palatable to a particular kind of livestock than
others. When this land was subjected to abusive
beauy grazing use, the more palatable plants were
heavily grazed and began to decrease in the mixture.
We call these plants decreasers because they are most
itive to misuse. As the more sensitive plants
eased, they were replaced, at least temporarily by
thickened stands of the less palatable plants or those
that could better avoid or withstand heavy grazing.
We call these plants increasers because they increase
when more sensitive plants go out. When abusive
&razing continues long enough, both the decreasers

and part of the increasers are usually replaced by
other plants that do not belong on. the site, but which
invade. These invaders are most often weedy or non-
palatable plants, including brush, Fortunately this
process if managed in time can be reversed through
proper use, rest periods, and a good prescribed
grazing plan. It can often be speeded up by brush
management or seeding or by prescribed burning.

The main point is that you must ensure that the pe:
you are working with understands what you are saying.
Any terms that you use which are new to them must be

‘son

defined in terms that they understand.

Follow-up

The development of a grazing conservation plan is just

ervation on the land. No

the first step in getting cor
matter how good the plan may be, landowners do not
realize any benefit

unless they carry
sions: it is during the applica-
tion phase of grazing land
management that they
truly learn about how to
manage an ecosystem that
consists of soil, water, air,
plants, and animals. If we
do not provide assistance
in the application of
grazing management,
many times the effort will
be a failure.

out the prov

of the plan, It is
our responsibility to
furn

sh application
a . We can

for rushing
landowners and
showing them a lot
of attention until

the plan is devel
oped and then
dropping them like
a hot potato in the

application process.
It is during the application phase of grazing land

management that they truly learn about how to manage
an ecosystem that consists of soil, water, air, plants, and

animals. If we do not provide stance in the
application of grazing management, many times the
effort will be a failure. This failure will cause other
ranchers and farmers to not trust us, and our technical
© will be questioned by the community.

exper

The landowners should be made aware of the availabil-
all phases

ity of technical assistance to help them apply
of their plan, especially the grazing management part.
We should arrange to follow-up by helping them make
periodic checks on their grazing management progress.
This should include helping them make use checks,



Notes on Ranch Planning and Application 3

this information together. Together, we can then
develop a better conservation plan than either of us
could work out separately, But remember, you make
the final decisions.

Our proposal is simply this: Let’s take your
knowledge of your operation and the livestock,
your objectives, add our information on your
soils, plants, water, air, wildlife and livestock
needs, and put all this information together.
Together, we can then develop a better conserva-
tion plan than either of us could work out
separately, But remember, you make the final
decisions.

Next, suggest how the two of you might go about
developing the plan. They probably have been trying
to decide “what are we going to do now?” So tell them.
Something like the following generally works:

To do as good a job as possible and to use our time
efficiently, | would like to suggest how we might go
about this planning job. First, if you have a pasture
or even an odd corner that has a good stand of grass,
let's start there. We can see the kinds of plants you
Then we might discuss
bow your plants grow because this is very important
to know as a basis to make the best use of them and
to provide for improvement in kinds of plants and
total production wherever possible.

have and discuss their values

Then, let us go over each pasture rather carefully. 1
have a map of the soils on your place that will give
us some good information on what we can expect
each kind of land to produce. As you know, you have
different kinds of land that grow different kinds or
amounts of plant cover. On each kind of range Que
call them “sites”), we will describe what nature

intended to grow there. Then we will see what is
growing there now so we will know bow we can
improve both quality and production. We will draw
these sites on the map so we can keep track of them.
We will also evaluate the available forage in terms of
bow many and what kinds of animals can be
profitably grazed and still leave room for improve-
ment.

We can locate fences, water places, and other
important features on the map as we go from pasture

to pasture, We will look for opportunities to speed up
range improvement by brush management, seeding,
or other types of treatment. Be sure to point out the
ideas and suggestions you have as we go over each
pasture, and I would like to make suggestions where T
see opportunities. There are nearly always two or
more ways to get a job done, so we should consider
the alternatives and weigh each one carefully to see
what the effects will be, both pro and con, so you can
select the best way to get your particular job done.

As we go from pasture to pasture, we will identify
and discuss all the soil, water, air, plant, and animal
problems or concerns that are evident. We will do
our best to deter-
mine what is

As we go from pasture to
pasture, we will identify
and discuss all the soil,
water, air, plant and
animal problems or
concerns that are
evident. We will do our
different opportuni: best to determine what is
ties that you have causing the problems,

on the place. You and discuss what can be

done to solve them.
ell

causing the
problems, and
discu.
done to solve them.
We can also identity

what can be

and discuss the

may have an
economic opportu-
nity that you have not taken advantage of such as
recreational camping or bunting and fishing.

After we have made a careful inventory of each
pasture, we can use the information we put on the
map and our notes to develop the best plan for using
and improving your lands. I suggest that you not
make definite decisions until we have looked at all
the pastures. This belps you plan each pasture to
complement treatment for the other pastures. For
example, if you decide to control brush in one
pasture, we need to figure where the livestock will be
while that pasture is resting. Or, we might find that a
summer-growing forage crop, such as sudan grass,
will fit your year-round forage needs better than oats.
Jam sure this procedure will be a good way to do
your planning, but I am always

open to suggestions.

Such a brief outline for planning lets the landowners
know what to expect. It also saves time because they

will most likely go along in the sequence you suggest
rather than randomly going here and there to look at
special problems or ideas they have in mind.


Notes on Ranch Planning and Application

when a technical matter comes up. Don’t agree if it is
incorrect or impractical; suggest a better way. Be a
professional and act like one.

We should strive always to recognize the problems of
the landowners as well as their goals, aims, wishes, and
desires. We should recognize that many landowners
have financial limitations and cannot go along with
everything either they or we would like to plan. Be
alert to cost-return aspects of the job and discuss this
freely with them. If they are limited in what they can
apply or how rapidly they can apply it, help them to
plan their treatment so they can get the most immedi-
ate benefits from their investments, consistent with

long-range objectives.

Get to know and understand the person with whom
you are working. Then adapt your approach accord-
ingly. Some people
respond to challenge.
For example, if they
are reluctant to place
salt away from water
because they think
the livestock will go
back to water after salting, you can sometimes
challenge them with a statement similar to the one that
follows. This may not work with everyone, but try it
out on the right person.

Get to know and under-
stand the person with
whom you are working.
Then adapt your ap-
proach accordingly.

IU make a deal with you. Take the salt away from
water and put it out where there is unused feed in
one pasture, Don’t put it too far away to start with,
and you may need to push the cattle to the salt so
they will know where it is. Then after 30 days if they
still go directly to water after salting, move the salt
back and I will quit discussing it with you. But, if
you find that they really do make better use of the
forage, | would expect you to salt away from water
in all the pastures.

Setting the stage

When keeping a conservation planning date, always
take the initiative. Be businesslike, but not bossy or
overly aggressive. Don’t wait for ranchers to ask,“Now
‘Tell them right

off that you are here to help develop their conservation
plan, to help figure how to make the mos'
conservation use of their lands and resources and

accomplish their objectives. Tell them their objective:

what was it you wanted to do today?

are the same as yours:
‘To grow on every acre
the desired plant
community that will
meet their objectives
and at the same time
conserve the soil,
water, air, plant and,
animal resources.

When keeping a conser-
vation planning date,
always take the initiative.
Be businesslike, but not
bossy or overly aggres-

sive. Don't wait for
ranchers to ask, “Now
what was it you wanted
to do today?”

The best way to begin
the conservation planning process generally is to come
to an understanding of what is to be accomplished.
This might be called laying the cards on the table. It
might include such a statement as: We want to be sure
ic points.

we agree on a few bas

First, | recognize that you own this land. You have
the deed to it. You make the decisions on how you
will use and treat your land. I may d
different alternatives with you, but you still make the

s some

Second, | recognize that you know your place better
than I ever will. You know every ridge and draw
and patch of brush.

Third, I recognize that you may know more about
livestock than I do. Especially, about your livestock
and how they handle on your place.

Now, we believe we know some things about your
soils—what they are capable of producing, the
moisture relationships, and the limitations. We also
know about your forage plants—how they grow,
what their requirements are, how they compete with
each other, bow they respond to the time and
amount of grazing use you apply, and how we can
get the most efficient use of them and at the same
time create the kind of plant community that is most
desirable. We can help you with your water quality
and quantity problems, as well as air problems such
as cold winter winds or bot summer temperatures.
Also, we can help you take into consideration the
wildlife habitat needs and ensure that the needs of
your livestock are met.

Our proposal is simply this: Let’s take your knowt-
edge of your operation and the livestock,
objectives, add our information on your
water, air, wildlife and livestock need

soils, plants,
and put all



Notes on Ranch Planning and Application

we

When you talk about a soil, don’t spend much time
discussing the technical classification of the soil
because they probably will not remember it. Show
them what kind of a home it provides for plants and
that certain plants are expected to grow on this kind of
soil. When you dig up some soil, hand them a handful.
Even if they are standing there with their hands in their
pockets, they will reach out to take the soil in their

sely while you

hand, and they will look at it more clc
describe its characteristics.

Visual aids

al aids are your spade, the plant you
dig with the spade, and the soil in which the plant was
growing. You can always get a lot of mileage out of a
spade. Use it to show root development, rhizomes, and
other underground
plant parts. Use it to

The three best vis

The three best visual
aids are your spade,
the plant you dig with
the spade, and the soil
in which the plant was
growing.

illustrate differences in
soils, depth to soil
moisture, or even how
much more compact
the s

il surface

where it is not
protected by plants or mulch than where it
tected.

iS pro-

Natural visual aids

Look for other natural visual aids. You can find at |

one in any pasture. Point out the good growth of
plants protected by a fallen branch as compared with
the same kind of plant
exposed to continu-
ous grazing. Such
protected plants
nearly always stay
green much longer
into the dry season
than closely grazed plants.

Make a point of this by stating: This protected plant
bas been able to grow more and deeper roots than
the closely grazed ones. Because of this, it is still
using soil moisture that is too deep for the short-
rooted plants to reach. The longer the growing
period, the more feed it can produce. We can give all
our good plants a chance to extend their growth
period by resting them often enough to grow ad-
equate root systems.

Look for other natural
visual aids. You can find
at least one in any
pasture.

A good forage plant growing in the midst of a brush
thicket or cactus patch presents a similar opportunity
to make a point. You can sa his plant is sharing its
water with the brush (or cactus), but look how much
growth it has made. If given a chance, it should do
even better without the competition from the brush.”

If most of the forage plants are in low vigor or spindly,
you can say, “Just visual pasture would look
like if all your plants were as large and vigorous as that
protected one. It got that way because it was not
closely grazed. We can allow all of them to make
similar growth.”

what this

Look for seedlings, they indicate changes in the plant
community. Incipient sheet erosion, pedestalling,
plants growing on mounds, and other evidences of soil
loss or movement tell a story.

e e
Plot clipping

Plot clipping is an excellent visual aid because it
involves the landowners and gives them something
tangible to consider. Weight is most meaningful
because landowners sell their calves by the pound, buy
feed by the pound or ton, even buy groceries by the
pound. They can more readily evaluate production in
those terms. Using a 9.6 square foot plot, 10 grams of
ona plot is the equivalent of 100 pounds per

e. While clipping, we can show them a handful of
weighing about 10 grams
production as little as this much on every 9.6 square
feet of pasture, it adds up to a total of 100 pounds
additional yield per acre. This means a ton on 20 acres,
5 tons on 100 acres, 50 tons on a thousand acres. That
is a lot of extra feed.”

If a good fence line contrast is available with the same
kind of soil on each side of the fence, clip a plot on
each side. The contrast in weight is much more
impressive than just telling the landowner that
production is greater on the well managed side.

Onsite visual aids

When you illustrate why plants need to rest, the need
for flexibility in stocking rate, food storage in plant
roots and crowns, or other important points best
illustrated by a visual aid on paper, draw them. Don't
show the landowners a printed chart or vi
your thunderbook. Even a crudely drawn diagram or
illustration is better than a canned one because it

tal aid from



USDA Conservation Planning on
arr Grazing Lands

United States F The Art of

Department of
Agriculture

Natural C ommunication

Resources
Conservation
Service

Grazing Lands
Technology
Institute





Notes on Ranch Planning and Application 7

as well

nd studies, and forage production estimate:
as evaluating the effectiveness of facilitating and

speeding-up practices.

The way we go about arranging for follow-up is also
important. Again, we are professional conservationists
so we do not need to be apologetic. Don't say, “If you
have time, | would like to look over your plan with you
this fall.” It is much better to say,"I think we have done
a fine job on your plan, but we don’t know how much
it is going to rain or how much feed you will grow this
summer, Also, your grazing systems may need some
adjustments as you get into them. We had better go
over the place again about the first of October (or
whatever date is appropriate) to see how things are
coming along and to determine what adjustments, if
any, need to be made in your grazing plan. I will give
youa phone call a couple of weeks ahead of time and
we can set up a date at that time.

When we have a date to service the plan, get right
Don’t tell the grazing land manager
we want to check their plan over with them to bring it
up to date. Tell them something like,“Let’s take a look
at your grass to see how it is coming along and if there
is anything you can do to make it grow even better:
That is why we are out on their pla
the book work on their plan.

down to business.

:e, Not just to do

Tell them something like, “Let's take a look at
your grass to see how it is coming along and if
there is anything you can do to make it grow

even better.” That is why we are out on their
place, not just to do the book work on their
plan.

Some landowners need follow-up help more often and
for a longer period than others. Don’t drop the person
from your follow-up list until you are ¢ in they can

and will follow a good conservation program, that they
are, in fact, conservation farmers or ranchers.

The Natural Resources Conservation Service has a good
product. It is needed by nearly every landowner. We

ate, Practice

can be of great help if we communic:
communicating because practice and experience build
competence and confidence. Remember, we must be

enthusiastic in our work.

There is no disease as contagious as enthusiasm!



4 Notes on Ranch Planning and Application

The main reason for suggesting that you start out in a
good patch of grass is that it
find a healthy plant to dig up for the demonstration on
how plants grow. Be sure to emphasize that healthy,
vigorous plants make more growth than overused
plants. Point out the root and top size relationship and
the importance of keeping the better plants vigorous
so they can out-compete the weedy plants for moisture
and sunlight. This is a good place to bring out the
reasons why plants need to rest periodically. On
rangeland you can help them understand what range
sites are, why and how composition has changed, what

r to botanize and to

range trend and range health are, and how to determine
them on timely basis as tools for management. On
pastureland, you can discuss many of the same
principles, pointing out spot grazing and what causes
it.

A good understanding of how plants grow is basic in
ranch and stock farm planning. It is the foundation on
which management plans are based. Do not take for
granted that landown-
ers know these
things. Emphasiz.
Why about 50 percent
of the leaf area needs
to be maintained.
Why plants need to
rest. Why pastures
profit from rest
following brush
control.

A good understanding of
how plants grow ts basic
in ranch and stock farm
planning. It is the
foundation on which
management plans are
based. Do not take for
granted that landowners
know these things.

The only way rangeland conditions can be improved is
through proper grazing management of the key plants.
The only way we can get efficient use of the forage and
improve range condition is through leaving sufficient

leaf area on the key plants plus planned rest during the
growing se:

son.

Fencing does not improve range, but a properly located
fence makes it possible to apply a prescribed g)
plan that will improve the range or pasture. Stock
water development does not improve range or pasture,
but adequate and properly located water makes it
possible to apply good grazing management. Proper
location of salting or feeding areas does not improve

range or pasture, but it may help considerably in
getting better distribution of grazing. These are all
“facilitating” practices that enable sound gra
management to be applied.

Likewise, brush management does not improve range
it

unles:

ccompanied by sound grazing management.
Neither does seeding improve range or pasture unless it

too is followed by the proper gi

and by needed rest.

zing of the key plants

So, if we do not sell the landowner on properly

managing their grazing land through prescribed grazing,

they do not have an adequate conservation plan

regardless of what clse
they plan to do,
Therefore, our primary
objective should

alwa

s be to lead

landowners to an
understanding of the
needs of their plants
and how they can

So, if we do not sell the
landowner on properly
managing their grazing
land through prescribed
grazing, they do not have
an adequate conserva-
tion plan regardless of
what else they plan to do.

most profi
and improve them

and at the same time meet the needs of the livestock
and the wildlife. Fencing and wat
merely facilitating practices. Brush management and
seeding are only clerating practices. None will be
effective without good plant management through a

prescribed grazing plan.

bly use

r development are

Landowner involvement

Involve the landowners as much ¢

is possible in what
you are doing. If you are going to clip a plot with them,
let them select the spot to be clipped. Have them help
with the clipping.
Tell them, “If you will
start on that side, I

Involve the landowners as
much as possible in what
you are doing. If you are
going to clip a plot with
them, let them select the
spot to be clipped. Have
them help with the
clipping. Tell them, “If you
will start on that side, I
will start over here.

will start over here.”
While they are on
their knees helping
you clip the grass,
you can show them
the condition of the

soil surface, presence
or absence of
seedlings, and other
site conditions.

Always hand them the scales to do the weighing. You
may need to demonstrate how to read the scales, but
this is always better than doing it for them, Have them
participate in calculating composition, evaluat
browse use and forage resources, and developing their
grazing plan.





Notes on Ranch Planning and Application

From an article

Grazing Lands Planning and Application

Preface

The following is not intended to represent official Service (SCS) policy or
procedures....(bandbooks, technical guides).... various numbered State
and Service memoranda adequately cover policies and accepted proce-
dures,

These notes, therefore, will be confined to some of the philosophy of
working with people and some methods and procedures which might be
employed to motivate them to carry out sound and practical conserva-
tion programs on their lands. No conservationist would be expected to
use all the techniques described or to use any of them exactly the way
they are stated. It is hoped, however, that some of you might pick up an
idea or two which will help you in working with people.

1 do not take credit for the ideas, thoughts, or philosophies expressed.
Most of them were “stolen” from s\ sful conservationists and ranchers
over a period of quite a few years. Perhaps some were “lifted” from you.

H. B. Passey
July 1, 1969


Notes on Ranch Planning and Application

Foreword

H. B. Passey had an outstanding career in the Soil Conservation Service (now the Natural R
Conservation Service). He worked as a range conservationist in Arizona before becoming the leader of
the $

Durces

»il - Range Investigation Team located in Utah. Mr. Passey served as regional range conservationist
in the Denver Regional Office and then as state resource conservationist for range in the
Office. Mr. Passey’s last position was the national range conservationist in the National Headquarters.

Mr. Passey wa

San outstanding speaker. He was ar s to get his
point . He spent many days in the field working with the most suc ationists,
studying their methods of communication. He watched the landowners to determine how they reacted
to what the conservationists did and said. This study, and his own experiences, led him to become an
outstanding trainer in the art of working effectively with producers.

ster at holding one's attention with storie:

Cros:

‘ssful range conser

His notes have
's how to communicate with

In 1969, Mr. Passey wrote down his thoughts on how to communicate with landowners.
been used throughout the Nation as a training tool to teach new employe
landowners in a way that would lead them to desire to work with the conservationist and develop an
understanding of their grazing lands. This understanding would lead to the development of a conserva-
tion plan that met the needs of the natural resources, as well as the needs and objectives of the
landowner. Even though Mr. Passey's writing was aimed at working with ranchers, his comments are

s on all kinds of lands and problems.

applicable to working with landowne:

It is by widespread request that the Grazing Lands Technology Institute publishes this document for use
by Natural Resources Conservation Service (NRCS) field personnel in learning the art of successful
communication with landowners. We made minimum alterations to update the original text, making
every effort to maintain the basics of Mr. Pa ings. Our challenge to you is to study Mr. Pass
recommendations and, based on your own personality and the landowners with whom you work,
develop your own method of communication that will allow you to be successful in leading landowners
in the conservation planning and application process.

ey's WI

ey’'s

Rhett H. Johnson
Director, Grazing Lands Technology Institute