Tips and Tricks for Making the Most Out of the Central Coast Procurement Expo
1. Prepare Your Elevator Pitch
– Refine your introduction to highlight what makes your products or services valuable to government entities or prime contractors. Aim for a concise and compelling 30-second pitch.
– Be ready to answer questions about your business, including your capabilities, certifications, past performance, and the specific benefits you offer to potential clients.
2. Research Key Exhibitors
– Identify organizations you want to connect with and research their procurement needs, goals, and current contracts to tailor your conversations.
– Check if they have specific requirements, such as certifications (e.g., SBA, HUBZone) or areas of interest, to prepare relevant talking points.
3. Bring Essential Marketing Materials
– Bring business cards and brochures that clearly explain your services, contact details, and unique value proposition.
– Consider creating a capabilities statement, which is a one-page overview of your company’s core competencies, differentiators, and key clients. This is particularly useful for government representatives and prime contractors. Watch our Monterey Bay APEX Accelerator’s webinar to learn how to write an effective capabilities statement: https://www.youtube.com/watch?v=ul7qB44aXec
4. Leverage Networking Opportunities
– The Expo offers a rare chance to meet decision-makers and influencers in government procurement and contracting. Make sure to attend any networking sessions and engage with as many attendees as possible.
– Don’t hesitate to ask for referrals or introductions if someone you meet might know another representative or buyer relevant to your business.
5. Attend Panel Discussions
– These sessions will give you insight into upcoming projects, funding priorities, and market trends in government procurement. Take notes and use this information to better position your business in follow-up discussions.
– Prepare questions in advance to get clarification on specific topics that could help you align with upcoming opportunities.
6. Set Specific Goals for the Event
– Define your objectives: Is it to make five quality connections, gain a deeper understanding of the government procurement process, or gather contacts for follow-up?
– Focus on achieving your goals without rushing. Quality conversations can often lead to more productive outcomes than sheer quantity.
7. Follow-Up Promptly
– After the event, send personalized follow-up emails to the contacts you’ve made. Mention something memorable from your conversation to help them recall your meeting.
– Consider connecting on LinkedIn to maintain the relationship and stay informed on their organization’s activities and updates.
8. Dress Professionally and Comfortably
– First impressions matter! Dress in business or business-casual attire to present yourself professionally. Comfortable shoes are also recommended, as you may be standing and walking for extended periods.
9. Be Open to Learning and Collaborating
– The Expo is not only about selling but also about building long-term relationships and understanding the ecosystem of government procurement. Be open to partnerships or collaboration with other attendees, which can strengthen your value proposition for larger contracts.
10. Arrive Early and Plan Your Day
– Arriving early allows you to settle in, review the layout, and potentially have a few initial conversations in a less crowded setting. Take time to review the agenda and prioritize which sessions, booths, and panels to attend.
11. Utilize the Resources Provided by APEX Accelerator
– The Monterey Bay APEX Accelerator is here to support you. Take advantage of their technical assistance and resources before, during, and after the Expo to navigate government contracting requirements more effectively.
We’re excited to see you take full advantage of this opportunity to expand your network, learn about upcoming procurement trends, and connect with key stakeholders. Prepare well, stay focused on your goals, and enjoy the experience!