Exactly. Fighting for a pay raise is a process, not just an ask. The first time the union brings it up cannot be at the negotiating table. You need to set the stage and create leverage first. You do this by first organizing a massive PR campaign. You go to every media outlet that will take an interview and you begin pushing the narrative that air traffic controllers are overworked and underpaid. You make sure the flying public is fully aware of the situation and use the comparison to pilots and other industry professionals as to how we’ve been left behind with pay raises.
While you’re pushing the media narrative, you simultaneously run a coordinated lobbying campaign where you tell lawmakers and government officials the same thing.
Then by the time you get to the negotiating table, you have leverage to actually make something happen.