As I fly out to the World Economic Forum in Davos, the concept of being a ‘Conference Commando’ guides my preparations. I always start with the end in mind. It’s an approach I described in my first book, Never Eat Alone, and it works for any conference you attend. At Davos last year, I left with follow-up conversations crucial for strategic changes to my business. These were game-changing relationships that radically accelerated the trajectory of my mission and work. One of these was a relationship with a major software firm developing tools for high-performing teams, now a significant partner in funding our research and bringing our shared passion for team transformation to the world.
To win an an environment like Davos and become a Conference Commando, here are some of the basics you need to master:
“Proper Prior Planning Prevents Piss-Poor Performance.” Military strategists know that most battles are won before the first shot is fired. We need to be focused. Why you are attending? What do you want to achieve? Who do you want to meet? If you understand your goals, the more likely you are to achieve them.
Networking begins well before the conference starts. Scheduling bilaterals and one-on-ones is critical. The question is, why would anyone want to meet you amid ultra VIPs? The answer: bring something to the table. I leverage my research institute and my writing to engage with important figures, offering them value through insights and exposure in my articles and books. It’s not just about meeting to get to know each other; it’s about meeting because I believe they have valuable insight on topics I’m writing about.
Get to know some of the most well-known folks at the conference or the conference organizers themselves and hang with them. The important people will rotate by them sooner or later. If you’re there, you’ll meet everyone who matters. And if you need to reach out to someone who doesn’t happen to swing by, ask your new friend—a big kahuna—for an introduction.
Being well-informed about the conference events positions you as a central figure for insights and connections, attracting others for information and networking opportunities.
Every session, break, and social event is an opportunity. For those not on the speaking roster, Q&A sessions are a platform to stand out. A well-crafted, insightful question prepared in advance is an opportunity to introduce yourself to the audience and generate buzz.
Wingman Strategy: Networking as a Team Sport Wouldn’t it be great to show up to the conference with somebody who’s actually on your side, who’s got your back, who’s working with you? The ‘wingman’ approach extends networking reach and provides support. This collaborative strategy not only broadens your network but also enriches the experience.
Small talk makes no impact. Dive into the stuff that really matters to you and them: interests, passions, struggles, and greatest needs. You’ll have to push yourself to be human and open up enough to get your acquaintance to start sharing. Then listen, listen, listen with warmth and sincerity. And if you are able to help them, do so. Intimacy and Giving are the two keys to making quick connections that jumpstart lasting relationships.
Once you’ve successfully taken your conversation with a new acquaintance down deep, past the shallow small talk, secure an invitation to reconnect later. Then bump! Move on to the next new contact. You’ve invested too much time and money in this conference not to take the opportunity to meet many different people.
Effective post-conference follow-up transforms brief encounters into lasting relationships. ‘Follow-Up or Fail’ is a crucial principle.
Before deciding to attend any conference, I sometimes informally go so far as using a simple return-on-investment-type thought process. Is the likely return I’ll get from the relationships I establish and build equal to or greater than the price of the conference and the time I spend there? If so, I attend. If not, I don’t. It’s that simple. So don’t think of a conference as a business-related retreat. Think of it as a well-coordinated campaign to further your mission. That’s what I’ll be doing again at Davos this year.