Conference Prep for Success

Once again, “conference season” is fast approaching in the economic development world. Between annual meetings, national summits, and other fall conference gatherings, this time of year requires a massive investment of your budget and time.  And, like everything else, getting the most out of your time on the road could likely benefit from a little TLC. A refresh of sorts to ensure that you’re tackling things in the most objective manner and getting the biggest bang for your buck.

Here are three tips from Hickey Global for turning conference attendance into tangible economic development wins:

Tip 1: Treat the Agenda Like an Executive Briefing, Not a Menu

Lots of practitioners wander into breakout sessions based solely on catchy titles. Think of these as real-time clickbait. Instead, try to review the agenda in advance and map out sessions according to your community’s active strategic priorities. Prioritize panels that feature case studies on topics your community is actively tackling, such as addressing project bottlenecks, finding new funding sources, or structuring creative incentives. You should also target panelists before sessions and come armed with at least one thoughtful question. This is helpful for both parties because panelists love the audience interaction, and a good question gets you face time with an industry expert.

Tip 2: Pre-Book Networking Meetings

Arguably, the most valuable business development at a conference happens in the hotel lobby or coffee shop (some would read bar), not the main auditorium. Get your hands on the attendee list early and reach out to 5–7 target contacts (consultants, utility partners, or peers) to schedule brief conversations. The International Economic Development Council does a great job of engaging attendees in the days and weeks before a conference through the Whova app. You can reconnect with friends and acquaintances, request new introductions, and participate in fun polls before ever setting foot in the conference hall. Take advantage of that network and use it strategically.

Tip 3: Execute Fast Follow-Ups

A conference doesn't end when you get on the plane home; that is when the real work begins. Within a couple of days of returning, enter all new contacts into your organization's CRM with specific context notes (e.g., specific industrial park discussed, target timeline, key pain points). Then follow up with a concrete deliverable, such as a link to your community’s latest site flyer, an update on a discussed infrastructure project, or an invitation to a quick virtual follow-up.

Transforming conference attendance from an annual obligation into a repeatable business development engine comes down to planning before you pack. Go prepared to work the room with intention and reap the benefits of your thoughtful preparation.

Where are you headed this season? Hickey Global and Hickey & Associates always post upcoming travel in our newsletter, The Point. Make sure you’re on our mailing list and let us know if you’d like to connect on the road this fall. Safe travels!