Why You’re Not Generating Results from the Annual Meeting
Welcome to the IP Industry Insider, a weekly newsletter where I provide brief tips for IP attorneys to build their brand and book of business, on and off of LinkedIn.
Read until the end to see my tips for how to get started with prep for the Annual Meeting in London and to see my LinkedIn tip of the week.
Why aren’t you seeing results after investing a ton of time and money to attend Annual Meetings?
Developing business from these events is a yearlong process that centers on finding the right events, strategically preparing, participating with intention, following up throughout the year, and attending the same event next year.
Results don’t happen simply by showing up (even if it’s year after year) without an intentional strategy. Failing to follow up, build relationships during the year, and prepare strategically for the next conference will result in lost opportunities.
A conference attendance plan that grows your book of business includes these critical elements:
Targeting conferences that are actually worth your time and resources based on your particular services and jurisdiction, and who your target audience is.
Getting the support and approval to go (I work with clients on writing proposals).
Developing a strategy to build visibility and warm relationships before the conference to make it easier to schedule meetings with your target audience.
Intentionally planning a manageable and productive schedule in advance.
Strategically handling meetings, hallway interactions, and cocktail parties.
Timely following up in a way that fits the people you meet.
Continuing to build relationships until the same conference the next year.
In order to prepare for, and start networking ahead of, the Annual Meeting this May in London, I’ve developed the Own the Conference group preparation and networking program.
Even if this isn’t your first Annual Meeting and you’ve been attending for years, preparing with a different perspective could be the catalyst you need for work to start rolling in post-conference.
We start the program on February 19 and continue through the end of May, after the conference. There will be 4 group mastermind sessions and 1 individual session, with access to me during the conference, and group networking ahead of the conference and during it.
We'll narrow in on your target audience, brand, and goals so you can efficiently determine who to meet with, which events to attend, and how to create memorable pre-conference and post-conference messaging.
You'll leave the program with business development tools and networking connections you can take with you into the next year.
The investment amounts to a few billable hours (USD $1,695) and will lead to results that will outpace that.
There are limited spots and they’re already filling up, so secure yours today. https://www.drumlinstrategies.com/conference
What can you do to prepare in the meantime?
1. Take out your agendas and business cards from your most recent Annual and Leadership Meetings and:
connect on LinkedIn with everyone you met,
engage with their posts and comments on LinkedIn (you can ring the bell in their profile to be notified when they post),
send them an email or message to catch up,
send them some work or a relevant article,
then, schedule meetings with them for this year’s Annual Meeting.
2. Write a list of the foreign associates you work with and check the attendee list to see if they’re attending the Annual Meeting. Repeat the steps under No. 1 above.
3. Write a list of foreign associates and in-house counsel you want to meet. Repeat the steps under No. 1 above.
Warmest regards,
Jamie
LinkedIn Tip of The Week:
Make sure your contact information is up-to-date in your LinkedIn profile. It should include a current email address, website, website bio link, address, and telephone number. Make it easy for contacts to reach out to you, including to set up meetings at the Annual Meeting.
