A frequent question I get is “how do you build relationships with companies that could subcontract your company?”. Conferences is a good way to network and make connections. Remember it is a sales event. Everyone there is either looking for new opportunities or looking for a new source of supply. Keep that in mind when planning for a conference. Don’t just walk into conference without a plan. When you sign up for a conference you usually are allowed to see who will be exhibiting. Look at the companies and identify companies you feel your company can support as a subcontractor. Don’t just walk up and tell them you want to be their subcontractor. Have an opportunity to discuss. Look at some sources soughts and RFIs that are listed that you could support. Ask them if they plan to pursue them. Let them know if they pursue this particular opportunity you could provide support for this area of the contract.
You have to get them interested in talking to after the conference. So you need to research companies, research opportunities for them with you as a subcontractor, and be able to talk a good business strategy that benefits them and you. Make a list of targets and be sure you have a plan to get them interested in you. Once you have hit your targets look for what I call targets of opportunity. Companies which are not on your target list, but may have some interest, based on their exhibit, in what you have to offer. Most importantly, follow-up with companies after the conference is over. Again continue a conversation of interest to them. Remember you’re selling yourself to them. So know how you can expand their capabilities or support them in an area they may be struggling.
Conferences are an important tool to building your network.
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.