Networking and making contacts within the defense industry can be challenging for someone just starting a new defense business or moving their existing business into the defense market. Conferences are a good way to build your network. I spent last week at the Quad-A conference in Denver so I thought I would explain how I prepare for a conference.
I have a list of key companies and people I always try to talk to because they are current customers or I want to make them customers. Usually, the conference website or app will show how the attendees are by company and name. I review the list to see if my key list of companies and people will be there. If I have a good relationship with them I usually email them and ask if they will be there. Setting up a scheduled meeting is much better than just stopping by.
Second I go through the attendee list and look for possible new contacts. Find companies that could support your business as a supplier and companies you could support. Make a list of these companies. These are your secondary targets to visit.
Finally, I make a list of talking points to discuss. If it’s one of my key contacts, I want to discuss future business that has a benefit to them. That may sound a little odd, but you should know what kind of business they are in so go to sam.gov and find some opportunities they may be interested in bidding. When you talk to them ask, are you looking at this opportunity? That’s a good way to lead them into a discussion about the projects they are looking at. Also have talking point for possible supplier and potential new customers. Know what your company needs and what you can provide to another company.
A final tip is I always carry a notebook. Don’t write while your talking to someone unless they are giving you contact info or something to write down immediately. As soon as you walk away from a good conversation stop and make notes about the discussion and what you need to do to follow up. I don’t like to make notes during the discussion because it makes people feel like you’re going to use what they say against them in the future. Wait to make you notes until after you walk away.
Author: Phil Davidson
I have worked in the Defense Industry as a contractor for over 20 years. I do Business Development for a small aviation company right now, but I have worked as a full-time and part-time consultant over the years. I decided to redesign my website as a place where I can share information about my experience and help companies come together for working together and teaming.