When I first started attending procurement fairs and conferences, I was completely overwhelmed. I’d walk into these massive rooms full of agency representatives and corporate buyers, thinking my goal was to introduce myself to as many people as possible. I’d go from table to table, shaking hands, handing out my business card, and trying to build relationships on the spot. By the end of the day, I was drained. After a few days, I’d return to the office with a stack of business cards and no real plan for follow-up. Work had piled up, and the whole experience felt expensive, exhausting, and ineffective.
Fast forward to today, and my approach is entirely different. I’ve learned that success at a procurement fair isn’t about quantity—it’s about quality. It’s about preparation, intention, and follow-through. Here’s how I do it now.
- Align Events with Business Goals
Before committing to any conference or procurement fair—whether it’s the NYC Procurement Fair, WBENC, WPO, NMSDC, or the 8(a) annual conference—I ask myself one important question: Does this event align with my business goals?
Each year, my team and I develop a detailed growth plan that outlines our revenue targets and how we plan to achieve them. This plan helps me determine which events are worth my time and investment. If an event doesn’t have the potential to advance my goals—whether through networking, learning, or securing new opportunities—I pass.
- Do the Homework
Attending a procurement fair without preparation is like showing up to a test without studying. Before any event, I conduct extensive market research. I look at:
- The organizations and agencies attending.
- Key individuals I want to meet.
- Workshops or learning sessions that align with my growth areas.
I also plan my follow-up strategy in advance. This means having updated marketing materials, including capability statements, email templates, and a clear process for connecting after the event.
- Review Your Online Presence
Your online presence is often the first impression you make, even at an in-person event. Before I attend any conference, I make sure my MWBE profiles, website, and social media are up-to-date. A polished online presence shows professionalism and makes it easy for potential partners to learn more about my business after the event.
- Think Beyond Buyers
While many people focus solely on agency representatives and corporate buyers, I also prioritize connecting with other diverse suppliers and vendors. Collaborating with other MWBEs has opened doors to joint ventures and subcontracting opportunities that I wouldn’t have found otherwise.
- Plan for Rest and Focus
One of the biggest lessons I’ve learned is that you can’t do it all. I no longer overbook myself or try to squeeze in every session or meeting. I arrive early, give myself time to rest and exercise, and even carve out space for a little sightseeing if it’s a new city. The same goes for the end of the day—I plan my time carefully so I’m not rushing from one thing to the next.
- Follow Through Like a Pro
The magic of a procurement fair isn’t in the event itself—it’s in what happens afterward. I make sure to follow up with the connections I’ve made within a few days, whether that’s through a personalized email, a LinkedIn message, or scheduling a follow-up meeting. This is where relationships are built and opportunities are created.
Procurement fairs and conferences can be transformative for your business, but only if you approach them with a plan. It’s not about collecting business cards or shaking as many hands as possible—it’s about being intentional, building meaningful connections, and ensuring you’re set up for success before, during, and after the event.
This approach has made all the difference for me, and it’s one I recommend to any business owner looking to grow through these events. With preparation, focus, and follow-through, you’ll not only make the most of your time at procurement fairs—you’ll position your business for lasting success. Join us for our Preparing for Networking Events workshop to ensure you are ready!
