Government agencies often host trade shows or expos to publicize their contract opportunities and attract new vendors.
GTPAC Counselors believe these kinds of events are what you make them. If you go to just listen, you may come away disappointed. If, on the other hand, you go to make something happen, you can come away with some good contacts,valuable insights, and solid business leads.
Here are a few of their best tips …
- Set goals for the event – what do you hope to accomplish by attending? State this in measurable terms.
- Think about the specific kinds of opportunities you want to go after and be prepared to explain how you represent the solution to the government’s contracting objectives.
- Identify who is going to be in attendance and research in advance as much as you can about who will be there and those persons you want to meet. Think about why they are going to the show and what they want to accomplish there – align yourself with their objectives.
- Be prepared with marketing materials, including business cards, brochures and/or product/service fact sheets, product samples/portfolio, and a detailed capabilities statement. (Don’t have a capabilities statement? See our article on this subject here.) Tailor at least one of your handouts to the expo or show itself.
- Develop and be prepared to deliver a 30-second “elevator speech” which explains in layman’s terms exactly what you are an expert at doing. Don’t be shy to explain what’s special about your company and why your products/services are the best. (How to create an elevator speech).
- It’s better not to go than to go unprepared – you never have a second chance to make a good first impression. Be prepared.
- Dress to impress.
Source: Georgia Tech Procurement Assistance Center (GTPAC)