On April 25th, the WBDC-Minnesota office will be working with the U. S. Small Business Administration Minnesota District Office and the Minnesota Procurement Technical Assistance Center (PTAC) to support a Government Procurement Fair. Below are tips to make any procurement fair a success for you! If you’re interested in registering for the free government procurement fair in Minnesota, click here.
- Do your homework. Study the list of exhibitors
from the trade show/fair brochure, identify prospects and create a targeted hit list.
- The contacts that are most important to you should be your first stop. People in the booths are more alert and patient in the morning. In fact, if you can arrive early to meet with those key contacts, you may beat traffic.
- Budget sufficient time and resources. Trade shows/fairs often have many components, including workshops and matchmaker meetings, so be sure to block half a day or the entire day, and possibly bring your sales force.
- Make sure to take note of already scheduled appointments – do not skip an appointment! If you must miss your appointment, provide adequate notice to your contact to ensure they can fill the spot and maintain a good relationship.
- Also include time for new opportunities when budgeting your time. You never know what’s out there for you and your business until you explore!
- Bring lots of business cards.
- Always overestimate the number of business cards you need.
- Ensure your card includes all the essential information including: name, title, company, website, work number, business address, and if this information doesn’t explain what your company does, be sure a one line description somewhere on the card.
- Before you hand your card over, put the date of the fair on it to give a point of reference to the recipient.
- Look and act professional.
- Taking the time to do your homework will give you an edge, as knowing what different agencies do can help you act more professional. Being able to ask smart questions, as opposed to “What do you buy?” is essential. You should already know what the agency buys before approaching the table.
- Dress in a manner that distinguishes you while still being professional.
- Don’t forget to follow up with your new contacts and act on items you promised.
- By taking quick action and touching base with new contacts you show that you have initiative and take seriously what you discussed. Keep in mind the people working at the fair see hundreds of individuals in one day – make sure they see you again a few days later in their inbox or voicemail.
What else do you find useful when attending procurement fairs? What about business expos and conferences? Take a look at our article on how to have effective outreach during those as well!
Source: Bradt, Judy “2010 OSDBU Tips Want More Government Contracts in 2010?” 2010 PDF file
For more tips on how to make the most productive use of your visit to a Procurement Fair, please visit http://www.summitinsight.com/blogviewd.asp?id=93.