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Plan Ahead to Maximize Your Investment!

Advanced planning is essential to make your time at any conference a success. Since SBC has gone virtual and it's a whole new experience, it's even more crucial to get ready and get set, so you can go! go! go! Time spent pre-planning is time well spent that will maximize your return on investment. 

The SAME Small Business Community's Steering Committee is pleased to present their Top 10 ways to prepare.

The bottom line: CREATE A PLAN , DO YOUR RESEARCH, and USE TOOLS TO HELP YOU SUCCEED

  1. Determine your primary and supplementary goals for the conference.  Is it learning about specific business opportunities for your company?  Is it gaining tips on how you can more successfully compete with federal agencies?  Finding a new teaming partner?  Or maybe it’s building brand awareness.  Set focused goals so you can prepare accordingly…and then achieve them! 
  2. Find out what opportunities are currently out there for your primary NAICS code.  Look at the opportunities out there for prime contracts to which you know you can be a sub.  Do a search on Contract Opportunities! 
  3. Use competitive intelligence on your opportunities!
    1. Watch our past webinar on how to use such data!  Then...
    2. Use an online resource such as beta.sam.gov, Fedmine or GovWin to find:
      1. What recent federal contracts have been awarded to companies like yours
      2. Prime contractors that sub-contract for your specialty
  4. Get your supporting materials together
    1. Update your capabilities statement so it is current.  If it’s been more than six months since you’ve updated it – LOOK AT IT AGAIN.  Think about creating multiple statements based on your target audience! Check out our webinar on Capabilities Statements to give you some inspiration!
    2. Check that your LinkedIn profile is current, and update your member profile on the SAME website too. It's all about connecting digitally since you cannot exchange business cards!
    3. Look at your company’s other marketing materials and make sure you have links to them, so you can share the links when you're in chat rooms with others.
  5. Make matched networking appointments with agencies and companies that are participating as hosts and will help you meet your goals. Consider which agencies haven't met THEIR socio-economic goals, and work together so you can help them meet their goals.  If you have multiple reps from your company attending, divide and conquer! 
    1. Review the appropriate matched networking guide so you know how to make appointments and advice to make your meetings successful.
      1. Download the attendee guide
      2. Download the host guide (for govt agencies/large businesses)
    2. Appointments will open according to the following schedule:
      1. October 23: all other registered individuals from small businesses may request appointments
      2. October 30: other other registrants may request appointments
    3. Each individual is limited to making three appointments prior to the conference. If availability remains the week of the event, the three-appointment limit will be lifted.
  6. Search the organizations that are exhibiting and use the itinerary builder in the Attendee Service Center to create a list of those you need to visit virtually!  A useful way to categorize your targets can be:
    1. MUST visit exhibitors
    2. Secondary list of companies to visit once I’ve visited with my must-connect list.
    3. If I have time…I’ll check out these folks
  7. Review all the sessions taking place and determine which ones align with your goals.  Then, bookmark the sessions in the itinerary builder.
  8. Check out our pre-conference webinars and get set-up for success:
    1. Opportunity Planning & Research
    2. Breaking Down Barriers to Develop New Client Relationships (recording coming soon)
    3. Preparing for Virtual SBC - join us on Tuesday, October 27 at 3pm Eastern time to participate
  9. Two weeks before the conference, a list of pre-registered attendees will be posted in the Attendee Service Center.  Download it and sort it…reach out in advance individually to people who can help you meet your goals!  With thousands of people expected, do not count on chance that they'll be able to do a private chat when you're available. Set up a time and send a meeting invite.
  10. Set a date on your calendar within a week AFTER the conference for follow-up with contacts made.  If you don't make it a priority now, time will pass and you'll have a pile of cards and fleeting memories.  IT IS THE FOLLOW-UP THAT IS MOST IMPORTANT! 

If you take the time to prepare - you'll be golden! 

Remember to review your plan the weekend before the big event.  Do check for new information (maybe some new roundtable hosts or exhibitors signed-on since you made your initial list), update your plan accordingly, and remind yourself of your goals.  Be flexible and have fun!  Always choose quality over quantity.  Just one right contact can have a huge impact on your business!

Additional Suggestions for a Successful Conference:

  • Remember you cannot do it all - zero in on your top targets and sessions.  You'll never get to it all so make the most of the ones you can get to!
  • Don't focus on selling your firm and its capabilities in every conversation.  Focus on the people and getting to know them through listening.  Everything else will follow!
  • OPEN YOUR CIRCLE!  It's tempting to catch up with old friends..but make sure to keep that circle open to include new faces.
  • Bring a message of "win/win" to both clients and teaming partners. Most people are receptive when a situation is mutually beneficial.
  • JUST BE YOURSELF!  Don't stress over finding the best contacts.  Talk to people, make friends, and build relationships.  The business will come as a result.
ENJOY the conference and have fun!  We'll see you in the digital convention center!

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