8 Objectives for a Successful Business Conference

February 4, 2025 | Communication, Government

Navigating industry conferences, especially in government contracting, requires a blend of strategic planning, active participation, and timely follow-ups. Here’s how to maximize your experience from start to finish.

Pre-Conference Planning

1. Ensure Key Buyers are Attending: Research the list of attendees. If the primary buyers of your products or services are present, your attendance becomes even more crucial.

2. Secure Meetings in Advance: Identify people you want to meet or prospects you may want to target and include other team members in this search. Ask other attendees if they would like to meet for coffee at the conference. Having scheduled meetings better ensures you are focused and have a plan for when you arrive.  Don’t be vague. Propose when and where you want to meet and then send them a calendar invite.

3. Stay At The Conference Hotel: Forgo a cheaper rate or staying at the hotel where you get points and take advantage of the organic connections that happen in hallways, elevators, at breakfast, and outside the formal sessions and events. For example, I recently connected with another attendee because we were both at the gym.

4. Announce You’re Attending on Social Media: Share posts that let others know you’ll be attending and welcome the opportunity to connect at the conference. To maximize reach, do this more than once in the weeks leading up to the event.

During the Conference: 

1. Network Effectively: Always have business cards (I prefer old school paper ones) and engage in meaningful conversations. Understand the needs of others but do that by asking questions and learning more about their company. Only sprinkle in what you do when appropriate, and don’t dominate the conversation about what you’re offering the market.

2. Leverage Technology: Use conference apps or platforms like LinkedIn to keep track of new contacts and conversations. Mastering the conference app is critical, especially when you meet someone, and they don’t have a business card. Bookmarking them in your app will ensure you won’t forget their name or follow-up.

3. Balance Work with Leisure: While networking is a priority, remember to enjoy some downtime. Attend social events with a networking mindset but also ensure you remain professional. Don’t overindulge, and always represent your company and especially YOUR PERSONAL BRAND positively.

4. Establish Clear Follow Up Objectives: If you have a conversation, schedule the follow up meeting while at the conference. Not doing so will lessen the likelihood a meeting will ever take place. People get busy when they get back so having something on the calendar improves the chances you both will connect.

Industry conferences offer unparalleled growth, networking, and business development opportunities. Where else can you connect with this many people in one place in a small amount of time?

By effectively preparing before the event, engaging proactively during, and following up promptly afterward, you set the stage for lasting professional relationships and potential collaborations. But with the right mindset and strategies, these events can significantly propel your business forward in government contracting.

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