The
value of BIO partnering meetings is clear. They provide a venue in which a large
number of high-value business contacts can be made within a very compressed time
frame. The previous two articles discussed how to take full advantage of
one-on-one partnering sessions at BIO conferences. In addition to one-on-one
partnering, you can maximize the use of your time by pre-scheduling meetings
outside of this formalized partnering.
Begin by contacting people early: Eight weeks prior to the selected BIO meeting
is a good rule of thumb. Contact anybody you think could be attending, including
companies you are currently working with; meeting with them at BIO conferences
provides all-important face-to-face contact without the need to coordinate
special trips. Review the partnering pages to identify additional companies with
which you have contacts.
Compose a concise, generic email that you can blast to your distribution list:
Follow-up emails to people who respond to your initial email will be more
personal and most likely take longer than you expect. Be prepared to spend a
reasonable amount of time responding personally to these potential leads and
working with respondees' schedules.
Research places where you can meet with your contacts, such as hotel lobbies or
cafes: Some of the partnering meetings provide space for unstructured meetings
within the meeting area. If you have an exhibit booth, consider placing a table
and a few chairs in your space so that you can hold meetings. Additionally, some
of the pre-meeting venues, such as the International Marketplace at BIO, can
provide good meeting places.
Come to the meeting prepared: Conduct market intelligence on each of the
companies you'll be meeting. Learn about their competencies, the current status
of their business and their current needs. This will allow you to pitch your
technology/product effectively. Practice your pitch and make sure that all the
people from your company are telling the same story. This reinforces your
professionalism and sets the tone for long-term trust.
Most importantly, once the meeting is over follow-up. We recommend you send a
thank you email immediately after the conference followed by a 'plan of action'
email one to two weeks later. Make sure to schedule enough time in the three
weeks following the meeting to complete these activities. It is important to
take advantage of the momentum generated from the meeting.
Partnering meetings are a highly effective way to initiate new, effective
business relationships as well as solidify established ones. Pre-scheduled
meetings with known contacts will maximize your time and return from these
partnering venues.
The
value of BIO partnering meetings is clear. They provide a venue in which a large
number of high-value business contacts can be made within a very compressed time
frame. The previous two articles discussed how to take full advantage of
one-on-one partnering sessions at BIO conferences. In addition to one-on-one
partnering, you can maximize the use of your time by pre-scheduling meetings
outside of this formalized partnering. 