Business Builders Podcast
Networking strategies for multi-day conferences with David Searles
In today's episode our host Brenton Gowland is talking with David Searles about usable networking strategies for multi-day conferences like Land Forces, Avalon and Pacific.
Some of the topics covered include:
- The opportunities that multi-day conferences like Land Forces, Avalon and Pacific represent
- How to prepare for multi-day conferences
- Networking strategies for multi-day conferences
- Strategies for getting invited to after hours events at multi-day conferences
- After event follow up strategies
Specialising in growing business through brand, digital, video, web, print, campaigns and marketing.
Adapt_CO
Helping businesses find their new shape.
SA Business Builders
Business leaders social group based in South Australia
Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.
In today's episode our host Brenton Gowland is talking with David Searles about usable networking strategies for multi-day conferences like Land Forces, Avalon and Pacific.
Some of the topics covered include:
- The opportunities that multi-day conferences like Land Forces, Avalon and Pacific represent
- How to prepare for multi-day conferences
- Networking strategies for multi-day conferences
- Strategies for getting invited to after hours events at multi-day conferences
- After event follow up strategies
Specialising in growing business through brand, digital, video, web, print, campaigns and marketing.
Adapt_CO
Helping businesses find their new shape.
SA Business Builders
Business leaders social group based in South Australia
Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.
Today on the Business Builders podcast, we're talking with David Searles about networking strategies for major multi day conferences, like Land Forces, Avalon and Pacific. Ron is nowhere to be seen because he's on holiday, and I give a tip about quickly and easily remembering the details of important conversations at conferences. Welcome to the Business Builders Podcast where each fortnight we bring insights that will help you succeed in business. I'm Brenton Gowland, your host for this fortnight episode and Ron Tomlian. My co host, who's usually here with us is taking some much needed time out to enjoy a holiday with his family. So we look forward to seeing Ron recharged and back with us next fortnight. Now today we're being joined by David sales. Another one of our hosts from the SA Business Builders network are of course one of the sponsors of this podcast. Now David and I will be discussing networking strategies today that will help you maximise your opportunities at the upcoming land forces conference in early June this year in Queensland, Australia and in Avalon in Victoria, which will be in late November, early December and of course in 2022, the Pacific conference which will be in New South Wales now if you're not going to one of these events, or if you're listening from overseas Never fear you can apply these networking principles to attending any major multi day conference. Now David is a well known defence industry professional in Australia who has served both in the regular army and the Army Reserves for in excess of 30 years. In fact, he's still serving today as a major in the Army Reserves. Now David graduated from Royal Military College duntroon in 1988, and has had many and varied postings around Australia and overseas which have included operational postings such as the second Cavalry Regiment B Squadron, three quarters Cavalry Regiment commanding officer of Defence Force recruiting unit essay chief of staff at Combat Arms Training Centre, where David was awarded a general Officer Commanding Training Command commendation for his exemplary service. David has also completed a tour of Iraq in 2004 and 2005. As the Operations Officer of the Australian Army Training Team Iraq as part of Operation catalysts. In his civilian career. David owns a defence consulting business working in the defence sector both DNS solutions which supports defence industry and the Australian Government ensuring that defence and industry are established and focus to be able to support Australia's national security. So today's episode is short to be loaded with usable advice that will help you make the most of your time at LAN forces Avalon and Pacific but first, we're going to start with a couple of quick messages from our sponsors. Today's episode is sponsored by our team at Nucleus creative agency. Now research shows that we're bombarded with somewhere between 3005 1000 advertising and marketing messages every single week. And in amongst that sea of clutter, it can be very difficult to make your brand your products, your services and your message stand out. As a result, it can take a great deal of effort, time and money to get people to visit your website to win a meeting or to engage with your story. So it's vitally important that when they do arrive at your website or engage with you that your story your brand, your offering all work together to connect them with your audience and inspire them to start a conversation with you is let's face it, you don't often get a second chance. Now our team at Nucleus have a complete suite of integrated agency services to help you tell your story and a strong track record of helping our clients grow their businesses and achieve their objectives. So if you need help selling your products and services, developing your website creating engaging video experiences educating your market or developing your brand Nucleus can help you so please visit www.nucleus.com.au to see how we've helped businesses just like yours from defence industry through to government and not for profits. Now of course, our other sponsor is the SI Business Builders network, which has inspired this podcast now sa Business Builders are a social group that facilitate events that encourage the development of high quality relationships between skilled business professionals in order to inspire friendships, opportunities, initiatives, and business growth. So each month as a Business Builders run a social event here in Adelaide, South Australia, where we bring business professionals together for social events where we hear about relevant business topics. And if you would like to attend, please reach out to either myself Ron who's on holidays, or I guess David sills because we're all si Business Builders hosts and we'd love to chat you can reach us on LinkedIn or any of the normal channels. Now if you're listening from abroad or Interstate and you're coming to South Australia, we'd certainly love to meet you and get you involved. However, we'd encourage you to check out some of the great networking groups in your area. If you're in South Australia. Of course, sa Business Builders is definitely an event you should have a look at. And now it's time to hear from our guests. Well hello, David. It's great to have you here on the Business Builders podcast.
David Searles:Thanks, Brenton. It's great to be here.
Brenton Gowland:That's excellent. Now this is a bit coincidental. We Our topic today but I remember meeting you at 2018 in the at the Land Forces conference here in Adelaide. That's where we first met each other.
David Searles:Yeah, yeah, I think it started with a coffee. And then now one of the evenings, we ended up having few drinks. It was great to catch up and great to meet. And yeah, I've really enjoyed the the pathway so far.
Brenton Gowland:Yeah, cool. We've been colleagues ever since and been working with each other off and on. And it's been great. And that kind of points to you know, our topic today is the importance of Land Forces and building connections in defence industry and so forth. Now, can we start with just now obviously, we're talking about, you know, large conferences in general, and particularly Land Forces Avalon and Pacific. Can you talk to us about the opportunities that an event like Land Forces has for businesses in both Defence and in the private sector who are trying to get into defence?
David Searles:Yes, I certainly can. Brendan, some years ago, defence were supporting a lot of different conferences. And so defence decided that, that they could only afford to look at supporting. Not so much sponsoring, supporting three or four events, and they are Land Forces, Avalon Airshow and Pacific. All three of those have a focus Land Forces, of course, towards the army, and its land force capabilities. Avalon is about aerospace. And of course, as we get into the space sector, and I notice in the media recently, the Australian Defence Force are setting up a space specific space organisation within Air Force. And the third and final one is Pacific, which is maritime focused or Navy focused.
Brenton Gowland:And there's five domains in defence, right, so there's land air, maritime, which is obviously sea space, and cyber. So there's cyber is the only one you have mentioned there. Is that just part of all?
David Searles:No, it's sort of fits across all of their sectors. I don't claim to be an expert in it. But I think I think that cyber may has more of a government focus, and the Australian cybersecurity centre is is supporting that, although defence may look at it in the future as a specific sector.
Brenton Gowland:Okay. And so we've got these three key conferences and so forth. So what opportunities do they again, as we were saying, present for, again, both supply chain and people trying to get into defence supply chain?
David Searles:Look, they're a great focal point or centre, where defence and industry can come together to show their capabilities, to build relationships and networks in the defence sector. And it's an opportunity really an opportunity to be in front of defence to show what you can do and what you can't do and how you can support defence. And I get in the greater aspect of the government's need for a strong local industry base to support the defence in time of need.
Brenton Gowland:Yep, sure. And these events are just massive, they've got their own ecosystem. So there's like about 10,000 people that go to each event, yes?
David Searles:Yeah it's huge. It's huge. And it's appears to be growing every year, if you if you believe on the website that you know, the 2018 it's grown at extra 20%, on top of, on top of what happened land forces in 2018. And even with the COVID situation, we're still seeing a significant amount of people attend, a significant amount of people exhibit, in order to, to have grow their business in the defence sector.
Brenton Gowland:And of course, these events have been pushed back a whole year because of COVID. So you would imagine that people are chomping at the bit to get together and start discussing.
David Searles:Yeah, absolutely.
Brenton Gowland:Defence again yeah?
David Searles:Yeah, yeah, absolutely. I think this year's limited with, with international travel, normally get a huge amount of international exhibitors and international visitors. So that's, that has a limit this year. But we're still seeing huge numbers of people wanting to go to either exhibit or or attend as a trade visitor in order to grow their business opportunity.
Brenton Gowland:Well 20% growth is pretty huge considering that we've got no international, well, not a great international component.
David Searles:Yeah, that's very true. Yeah it is. It's quite, it's good to say it's nice to see that industry see the need to come together to to share their capabilities and to build networks.
Brenton Gowland:Okay, so fantastic. So if I'm a business going along to the event, there's really two ways that you can attend, you can set up a stand, and many, many businesses do that. And I know you were I think at the CDIC stand, which stands for?
David Searles:Centre of Defence Industry Capability.
Brenton Gowland:So many acronyms in defence. We'll get to that in a minute. But you had a stand but you can go and you can set up a stand or you can go as a delegate. Now, there's pros and cons to both approaches. Can you talk to us about what the opportunities are for businesses that are going along who are both setting up stands or going along as a delegate?
David Searles:Yeah and I think there's a couple of considerations when you're planning and you should start planning very early or as early as possible.
Brenton Gowland:And hopefully everyone who's going to land forces has done that certainly Avalon and Pacific in the future. You've got time to do that. But.
David Searles:Yeah, I think with Avalon in November, December this year, now's the time to start planning. In fact, once you complete your activities at land forces, you really should be starting to plan for Avalon. Your effort at Avalon. Yes, there's two ways to go to an exhibition or conference one is as a as an exhibitor of which you can attend on a pod, at your own stand or each other the states now has a central pod where y u can have a have a small s ction to, to set up and and s ow your capabilities. And it's a great thing to state, each of t e state governments do that.
Brenton Gowland:And then many of my clients have put up stands with Defensive SA. So that's Yeah, it's a great opportunity.
David Searles:Yeah, it's a great opportunity. And I think
Brenton Gowland:And I guess that's where collaboration comes the state governments, all the state governments doing the right thing in helping industry in that way, and the other ways as a trade visitor, and that gives you access to the exhibition and some of the conferences and briefings and in as well. If you don't have a stand, maybe you find a an that's a good way to go as well. What the limitation of that is, you really have no way to base yourself and so you're probably sitting at a little coffee area or area trying to plan and coordinate your your day's activities whilst if you've got a pot or a stand, it's a it's a base to go back to that you can sit down and gather your thoughts and and build your your aligned business or someone that you have a relationship with plan or or action plan you've prepared previously to where to attend. that you can hang around with them, or one of the state based groups that you're talking about, because I know that the Defence SA stand, even if you don't have a stand there and you're from South Australia, you can spend time in their coffee area or whatever it is.
David Searles:Yeah absolutely. No, no. And if you're on a state based stand up, it gives you extra access to a meeting room and coffee area and the like. So it's it's very good process.
Brenton Gowland:Yeah great.
David Searles:We've done the same thing. We've got a pod set up and that pod we're sharing with another company and we think that's the way to go. And, you know, it allows us to come back at the end of the day or during the day to gather our thoughts, replan our visits and conferences and it's not overly expensive to be honest. And, oh by the way, I don't know whether the listeners are aware but there the government released an opportunity to to access grant to attend exhibitions and conferences. Some months ago. It did close because they had a such as significant response. But I understand that might reopen again soon. And so if you're thinking about going to Avalon, and I think you should if you're in the defence space or seeking to get into defence space. Then have a look at that opportunity through the government portal because it's it's well worth accessing some grant money to to attend. And it's open for marketing requirements. You can
Brenton Gowland:So dressing in your stand?
David Searles:Dressing your stand. Also reestablishing your marketing paraphernalia like...
Brenton Gowland:Quad charts.
David Searles:Business cards, quad charts, pop up banners if that's what you need. And also refreshing your website. So there's the grant is very broad in its opportunities. And it's a great way to another way that government I think he's doing the right thing helping the industry to to build itself in the defence sector.
Brenton Gowland:Yeah, that's great advice. And I know, several organisations who have benefited benefited from that grant. So that's that's a real opportunity for people to actually get support in getting into defence industry. Yeah?
David Searles:Absolutely. And, you know, it's once again, it's those companies that are supporting that it might be a marketing company like yourself, Brinton or Nucleus might be able to help companies build a website or refresh their website, refresh their branding, new business cards quad charts and the like...
Brenton Gowland:We've helped a couple of businesses relaunch themselves at different events like Pacific and Land Forces and so forth over the years. And it's been a great opportunity for them to do that. Because you've got so many people there in the media already there. So it's such a great opportunity to make noise about your company and the relationships that you have.
David Searles:I think it's fundamental get get that expert support and help that to to ensure you were are looking good and, and doing the right thing.
Brenton Gowland:Yeah. Well, we're certainly open to helping people with that. But you were talking about preparation earlier. So do you want to talk about some of the preparation methods people should be putting in place?
David Searles:Yeah, I've had a bit of a think about this and go back my experiences and I'll share some of my experiences.
Brenton Gowland:Great!
David Searles:Firstly, I think don't expect to win a contract. This is not about winning a contract or or signing a contract at any of these events. It's really about, it's really about what I call gathering intelligence. And rather than you travel around Australia, visiting companies you think you could support or like to support or help or build a relationship with and being part of their supply chain. It's a central place where they all come together. So the costs reduce for you. I think, I call it in defence, we call it IPB Intelligence Preparation of the Battlespace.
Brenton Gowland:Great. Acronyms. I love it.
David Searles:Yeah, that's right, there ya go. TLA is Three Letter Acronym. But it's really about the opportunity to collect contacts and networks. And I have a greater awareness understanding of what's happening in the defence space, understanding projects. But once again, I think it's important you know projects and we'll talk I want to talk a little bit more about that later on. I have some rules planning. Let's play an early like I said with Avalon you should be planning for Avalon now knowing that it's in five or six months time. And you should be well established with meetings, understanding what conferences and briefs your, briefings you're going to attend the wilst there so that you can plan around that additional connections and understanding requirements. Build a plan and a schedule, make sure you have a draft schedule and everybody in your business knows that plan. So it's, you know, I prepare a briefing pack, I have a briefing pack in my hand ready to go. It has my plan and schedule. I'm a bit old fashioned, I have a hard copy, but some who might have it electronically. And yes, I'll put it in my diary as well.
Brenton Gowland:Great.
David Searles:So the first thing you should do is look at those events and conferences you're going to attend, lock them away, book them.
Brenton Gowland:And when you say events and conferences you're talking about within Land Forces.
David Searles:Within Lane Forces, yet it might be a briefing on CDIC, Centre of Defence Industry Capability. It might be on future capability requirements for army. Whatever it is locked them away straightaway, so that then you know what free time you have to either set up meetings and or tour and walk around the exhibition to know what what future requirements and what companies are doing. That's really important. So lock in that event programme. And then you can build your your visit schedule or your meeting schedule around that. I'd also recommend that those internal Land Forces conferences and briefings you minimise because if you tend to try to attend them all, you leave yourself no time and space for meetings, to walk around the exhibition. And to be honest, my experiences the walk around the exhibition is the greatest tool you can have in building those networks and understanding what's going into fence. Because that people are on their stands, they're ready to talk to you. And you can build those networks and gather those contacts.
Brenton Gowland:Fantastic.
David Searles:I think a little bit of admin, let's talk about administration and in you're planning phase. So dress, I tend to find that people in the military are quite conservative and formal in their dress. Suits are acceptable. A lot of people wear ties, I think as a minimum business casual is really important whether you want to wear a branded shirt or branded clothes, that's okay as well. But just be careful you don't under dress. It's sort of important.
Brenton Gowland:So tie or no tie because I noticed that in defence events, a lot of people wear ties.
David Searles:A lot of the primes and military people wear....
Brenton Gowland:What is a prime just in case people don't know?
David Searles:A prime is a large company who are generally first tier suppliers to to defence and it could be a companies like BAE, Babcock are a prime, Lockheed Martin, Northrop Grumman, Raytheon, they're all quite large primes.
Brenton Gowland:And they usually own one of the prime contracts like Sea1000, which is the submarines future submarine.
David Searles:Yes, that's correct. For your future submarine programme. Yes, they generally are the prime contractor to defence to supply that capability. And generally most of your requirements will will deal with the prime as opposed to directly into defence.
Brenton Gowland:And defence supply chain usually form a component of that job that that Prime owns. Yes.
David Searles:Yeah. Pretty much. Yes. Yes. You're correct. Brenton? Yep. So you would generally deal with the primes not directly into defence as part of that supply chain.
Brenton Gowland:So you were talking about the primes? You know, though a lot of them were suits and so forth?
David Searles:Yeah, they do. Yeah, yeah. I think you'll find a lot of the people working for the primes are ex defence people. And there's a conservative streak in them, having served a long time in defence in uniform and so you tend fondue, they're addressed in that way. I generally wear a suit but open neck shirt not tie.
Brenton Gowland:No tie. Okay.
David Searles:So I but each to their own, I guess my my point here is is that your shop and board shorts and thongs, you're probably not going to get a look in and be respected and regarded as as a part of a supply chain for a project.
Brenton Gowland:Yep. So it's absolutely fine then to you know, pretty much be in a suit with a open neck shirt. But then if you go to the official events that are a part of that infrastructure, do you wear a tie then?
David Searles:Generally you some people do a lot of people do, I'd suggest not I think suit opening shirt is right is comfortable. And it's an accepted form of business casual nowadays, in in the business sector.
Brenton Gowland:Excellent.
David Searles:Approach and manners. Once again, a lot of ex military people, quite conservative in nature, respectful in nature. And in fact, I, some years ago, in fact, 2018 I escorted a small company to the Land Forces programme in in Adelaide. I escorted the Managing Director and for a couple of hours, and we came out and I said this, she said I'd like to bring my my, my other director. So we walked around the next day I escorted them both around. And I sat down and said what do you think he said, you know, what is the most important part that I've pulled out of all this is the respectful nature that people talk to you that you're not regarded in any way, shape or form. You're the equal and he found that to be quite attractive and accommodating that he could talk to people out respectfully, clearly, succinctly and they knew what they were talking about.
Brenton Gowland:Do you think there's unique to Land these defence industry events?
David Searles:I think it's somewhat, you know, I'm not having go to anybody any other industry sector.
Brenton Gowland:Absolutely, yeah.
David Searles:But but I think it's unique to the nature of defence in its conservatism, and how it approaches opportunity. So yeah, somewhat unique to maybe defence.
Brenton Gowland:Okay, so we've looked at dress and manners, is there anything else?
David Searles:Yeah language and we talked about acronyms Brenton. Yeah three letter acronyms, TLA's.
Brenton Gowland:AIC, Australian Industry Content. I heard that bandied around so much at Land Forces. So when you say doctrine, where can you find
David Searles:And CDIC, Centred of Defence Industry Capability. I think it's fundamentally important that you start to grip up and understand those at some of those acronyms. Now, even this doctrine? Well, you can't its internally in defence and is myself having spent 30 years in defence, theres still acronyms t at I don't know, but it's impor ant, you know, the simple acr nyms that you might be exposed t. Is there a library you can go o to understand. No there's n t necessarily although defenc do have doctrine that covers al of those acronyms. generally somewhat restricted in access. But I think agencies like DTC Defence Teaming Centre, Australian Industry Defence Network, AIDN may be able to help you in that area.
Brenton Gowland:So if you visit their websites or have a chat with them, they may have cheat sheets.
David Searles:Yes, yes. There great industry mechanisms to support industry to better understand defence.
Brenton Gowland:Yeah, that's great. So it's really about understanding the language and what's going on around you so that you're seen and respected as someone who actually is in that sphere of defence.
David Searles:Yeah, understanding what you're talking about. I think that leads me into the next point of understanding what projects are going on. When I talk about projects, they are large, multi billion dollar projects, a lot of them. There's not an expectation that you as an industry partner would know intimately about the project, but it's understanding the background of it and a little bit about overall understanding. So when we talk about SEA5000, which is the future frigate programme or the hunter class programme.
Brenton Gowland:Which BAE is the prime that owns that contract. BAE is the prime and actually, it's, if I remember correctly, it's called the Global Ship. So it's, it's currently being built by BAE for the UK, the role of Royal Navy. Tt's being built for the Canadian Navy, and Australia is also building the same ship. Yeah Right.
David Searles:Once again, I'm not an expert in that area. But that's my understanding. And, and it's really about understanding what that means and what the ship requirements are and what their projects all about. Its its length of project, how it's going to be built. That's fundementally important that you talk with some level of authority when you want to talk to someone about being in their supply chain, or supporting them and understanding what their requirements.
Brenton Gowland:And you can learn it because I know I've learned a lot of defence language from people like yourself and Tony, who we had on last week and so forth in the last episode of the podcast. Its building those relationships, which might even start at Land Forces, or may have started earlier, but it's talking to people in the industry that you start to learn that language. Yes?
David Searles:That's correct. There is a level of osmosis you learn about from from people you talking to and you start to build that knowledge. It behoves you as if you want to play in the defence space to understand it as well. And that is going often and using Mr. Google to understand better about those projects, going to the CASG Capability Acquisition Sustainment Group, which is an internal defence acquisition organisation and learning from them as well. So there's plenty information around to learn about these projects.
Brenton Gowland:Fantastic. So look, if I'm a business and I'm going to land forces, or Pacific or Avalon, etc, etc. And I might have a stand or I might be a delegate. Can we talk a little bit about how to go about networking at this event? Because you were saying earlier that it's really it's walking around the event where all the opportunity really is?
David Searles:Yeah, look, I think there's two ways of course to do as I say have a pod or a stand yourself or be a just a trade visit and walking around. I think if you're running a stand or a pod, theres some fundamental requirements. One is you need to someone on that stand all the time. So you can't have a video showing and you wandering around and and people taking, whether it's a quad chart or capability statement.
Brenton Gowland:So leaving your stand unattended but you've set up some things that you think it can just...
David Searles:yeah, because
Brenton Gowland:take care of itself.
David Searles:What you can't capture is, if someone grabs a business card, or someone grabs or takes one of your capability statements, you don't know who that is, you really need to know that. So have someone on the stand at all times. First question to ask is, have you got a business card? And what's your interest? On the back of that business card. I would generally write my approach is, I write a couple of comments. And what they're asking why they're asking and what their interest is.
Brenton Gowland:Yes.
David Searles:As a follow up action later on. Now, you might have a list where you write it down, you might do it electronically, you might capture it as a voice activation.
Brenton Gowland:Through your phone.
David Searles:Through your phone, whatever it might be. Yeah, whatever you find easiest. In general I find writing on the back of a business card, a couple of quick notes for follow up action later on.
Brenton Gowland:And that's an interesting point. Because I know that for some clients when we've been preparing them for you know, one of these major events like Land Forces, or Avalon we've actually created business cards for them to have and this is you know, not usual in usual circles but a blank white back maybe with some lines on it so people can actually write.
David Searles:Yeah, I've seen those and knowing that they yours. I think it's a great idea and a great idea from Nucleus to capture those that information.
Brenton Gowland:It's just a small thing, but it's all these small things that matter in these events.
David Searles:No. Absolutely. Absolutely. And it's really important to record and capture those either those contacts names and details or the information that you spoke to them about so you can follow up action later on, and we'll talk about that later as well. So collecting business cards and registering those business cards is fundamental.
Brenton Gowland:Yep. So that's one.
David Searles:That's one. On that day, if you're there for the duration of the exhibition, it's really important that you don't say, I'm going to do a review and update at the end of the conference. It's too late. You've forgotten a lot of this stuff.
Brenton Gowland:Yep.
David Searles:You really need to do it each day. So at the end of the day, sit down with your staff and go through all of those business cards and capture a little bit more information. So really just a contacts database with some information about what you're going to do. You may wish to set up meetings then and there, what might be the next day or the next week, but really take action very quickly to follow up else it's all forgotten.
Brenton Gowland:Yep. So sometimes it'll be meating at the event, but sometimes it will be I'll follow them up on Friday after the event of the event week following. Yes?
David Searles:Yeah, absolutely. But I take a bit of an approach. Day one, my first day, there is my meeting day, I try and set up meetings the first day, that gives me a couple of days during the event to revisit that meeting.
Brenton Gowland:Yes.
David Searles:And what happens is a meeting, someone might say, hey, David, I'd really like you to meet John Smith. He's our logistics or supply chain manager or whatever it might be. And I can do that the next day, rather than in a week's time or two weeks time, I can do it the next day. So day one, I sort of try and set my meetings up and all my what I think are valuable meetings that I need to have, you're always going to have additional meetings and contact people and go oh, I hadn't thought about talking to you that happens. That's exactly what the exhibition and your attendance is about. But day one is my meeting day. Day two is generally revisits day. So I'm being told I need to meet with John Smith, the logistics supply chain manager, I'm going to meet with him the next day and try to find a time to talk to him so that I can get that start to build that relationship and understanding what I need to do and how to get into that supply chain. Day three, I generally leave it as my general walk around day. So I'm not locked into meetings unless they've been pre unless their planned at last minute and it's my day just to chew the fat with people, get additional business cards, and generally find out what I didn't know, you know that I don't know what I don't know. That day is my day to go. Well, I hadn't thought about talking with you. How do we work together what do we need to do? How do we talk to each other? I'd like to set up a meeting in a couple of weeks, we can chat about it to determine whether there's a relationship and we can support each other and grow business opportunities. So that's how my sort of event plan works.
Brenton Gowland:So you plan each day to their personality. So day one you spend most of the time at your stand. Is that what you're kind of getting at? You book meetings.
David Searles:Yeah, day one is my locked in day. Day two is my catch up and revisits day if that's possible. And then day three is generally an easy day to walk around and have a look around at the people I probably didn't think of, or when I'm walking around looking and go oh, wow.
Brenton Gowland:That's interesting, because day one is really where everyone's settling in, right. And then the conference takes its personality, finds his personality. And that starts to emerge day two and day three.
David Searles:And that certainly in the social sense to Brenton have an evening when you're having drinks.
Brenton Gowland:Oh I know.
David Searles:The drive is not to hang a big one on the first night. Try and live it to the last night. But that's always a little hard as well.
Brenton Gowland:We'll talk about that in a minute. Because I know we're going to talk about what happens after the event. But towards the end of the day at the actual conference. They have drink sessions. Yes?
David Searles:Yeah, yeah, they do. And that's whether you're a drinker or not drinker, that doesn't matter. It really important to attend those. There are a time.....
Brenton Gowland:You can always choose water.
David Searles:You can always choose water. Yes, absolutely. There are a time when people come together, relax in a relaxed mode and the opportunities just to generally talk to each other. It's a great time to meet, great time to swap business cards and it's a great time to coordinate maybe catch up the next day. Generally in the exhibition so big there's only three or four places you can have drinks I'd recommend that each night you go to a different location....
Brenton Gowland:That's a good idea.
David Searles:within the exhibition. What happens is people collectively have drinks that are have stands or exhibits around that area. Some people, some of the trade visitors move when the different drink areas but I would recommend to have a plan in place to go each night to a different location therefore you talk to different people and meet different people.
Brenton Gowland:Great advice.
David Searles:I guess it's the same with coffee stands during the day. If you're a coffee drinker or a tea drinker. There's plenty of coffee places. I'm guilty of that. Ah yeah beautiful. There's ple ty of places to have a coffee. I'd recommend to go to diffe ent places for coffees as w ll. What happens is you're n a line getting a coffee, you start to talk to a person behi d you in front of you and all of a sudden you realise that they a e from a company that you hought I hadn't thought to ta king to you and you start t
Brenton Gowland:And there's several of those throughout the build that relationship. Ge erally those coffee stands pe ple will co-locate from that lo al area. You know, it's you tal ed about ecosystems, within t e defence ecosystem of exhibit on, within that is its own little ecosystems, you kn w. Whether it's based on a all stand areas or coffee area or drink areas, there's sort of little ecosystems that build event. Yes, and we're talking 20 or 30 yes.
David Searles:Yeah, yeah. You can drink a lot of coffee.
Brenton Gowland:Coffee is a good thing until you get to that point where you can sleep and you're twitching in the afternoon.
David Searles:I don't have that problem Brenton.
Brenton Gowland:Built up an immunity. Yes?
David Searles:It's something like that. Yeah, by the end of the end of the trip. I just like to re-emphasise the concept with business cards.
Brenton Gowland:Okay.
David Searles:And I know a lot of people over the years have tried to go electronic business cards. Capturing electronic information. And I know you're you're down that path Brenton of capturing information electronically. I'm a little bit of an old fashioned guy, conservative guy or like a business card. Once again, I'd like to reiterate, you need to capture notes many a times in my past, I've got a business card, got home, spent the weekend, re gathering my thoughts and on Monday I look at that card and think, I can't remember who that was, I can't remember what I why I talked to them. Really important to capture that information, at that moment.
Brenton Gowland:Agreed. I use a piece of software called otter ai, otter.ai. And I'm giving them a plug here. They're not related to me in anyway. But a really useful tool that I talk into my phone and takes notes immediately. So I would talk to someone and say I've met David cells from DNS solutions. And we talked about this and this and it will literally just write it almost word for word, there might be a couple of mistakes or whatever. But then I'll just copy that into a spreadsheet at the end of the night. So for me, that's the way I've worked. But I particularly around defence, I noticed business cards are really a big thing.
David Searles:Yeah, look, once again, however you do it is up to you, it's really important to capture that information early. So you don't forget and make notes of it and and do a review each day with your staff come together in whatever shape you do that and just capture that information, a little bit more information, a little bit of advice, and your next action, whether that's a meeting, or maybe there's no further action, you really don't see an opportunity there at the moment.
Brenton Gowland:Or maybe they're a good source of information.
David Searles:Maybe they're a good source of information. Yeah, I don't think there's ever a bad network and a bad contact for whatever reason, it may not transcribe into a contract or, or a business opportunity. But someone knows someone so knows someone knows someone and so those contexts could well be valuable. And I have found many times you meet John Smith, get his business card and he start talking he says I don't think we see any opportunities. But have you spoken to Mr. Jones.
Brenton Gowland:That's exactly how I met you. Someone recommended me to come and talk to you for that very reason.
David Searles:Oh, that's exactly how it works. And so you know, then I need to try and get Mr. Jones's contact details and start to build that network. And that little bit like a spider web I guess.
Brenton Gowland:Fantastic. But one of the unique things about these conferences as well is the nocturnal activities, right.
David Searles:Yes
Brenton Gowland:Is that a lot of business actually. And a lot of relationships are built after the event, not at the event location. But okay, so Land Forces is in Queensland, but it's in venues and so forth around Queensland where people go, can you talk to us a little bit about that and the importance of these events and how to get invited.
David Searles:Yeah look, if you look at the event programme, most Prime's hold formal dinners or functions, and they're invite only. Each of the events generally holds a big formal dinner. Now, if you're new to defence and or seek a need, or you want to socially go to it. Then by all means go to it. I'm not not an anti the formal. I have found my experience in the past that I found it very difficult to network at those events because you're in a room of seven or eight hundred people. You're having a meal, yes, you communicate with the people on your table. And that's great, fantastic. And some of those might be of value to you, or opportunistic for you. But I
Brenton Gowland:Fantastic. find it's very hard to network at those events. And the end of it 10 or 11 o'clock at night, everybody heads home. The other opportunity is the smaller social industry events and I'm lucky enough to be have an activity to go to every night
David Searles:And that's how it works. And it's fundamental, from my networks. They're the place where people relax, have a beer, or whatever they want to drink, and start to open up and talk to people about opportunities and what they're doing and where you might fit into them. How do you get to those little events. That's a little bit of a hard task. And it's about having those networks now for the first if you're a first timer to something like Land Forces. Maybe a bit difficult and you may not be at them. But as you build those networks, people might ring you and say hey John or Brenton what are you doing on Tuesday night? Well I've got nothing on at the moment, would you like to come to some drinks? I'm putting together some industry players who you might be interested to talk to or build a relationship with. they are great avenues to build networks and contacts. And people are knowing what's going on in the business, particularly the defence sector so if you can get to those they're the places to be. Whether you drink or not. It's irrelevant. The fact is that they are little groups of people who come together who have a common interest, common intent. And it's a way to open up networks and opportunities.
Brenton Gowland:So really that speaks to you know, when you're doing your networking at the event really gathering intelligence. Yeah, so not just talking about, well, I'm from this business, and I do that but asking them questions about what are you doing? What's going on? What are you doing at the event? What are you doing after hours and identifying those opportunities through your networking activities.
David Searles:Now, it's a good pick up Brenton. It's not ju t about understanding a su ply chain or an opportunity to build a widget or manufacture so ething, or partner with them. It's really socially going along that that whole pathway for t e ride to build a relat onship. You know, I have found in defence that albeit you may ot be from a defence background nd that has benefit that here's there's a there's a enefit in building a elationship, not just a ommercial relationship, uilding a confidence in almost friendship in a in a rofessional manner.
Brenton Gowland:Yeah that's great. So look, we've been talking for a while and there's some great usable information that you've presented with us or presented to our listeners today, David, and that's fantastic. But we got to start wrapping up. So I've got one last question. So when the events over when people have had that last big night, what and they've got all these business cards with notes on the back, and they've created their database and started to build their network? How do you approach follow up? What and I know this is a 101 question, but what's your recommendation for these events? How should? How should businesses go about that? Because that's really the most important part. Yes?
David Searles:Absolutely. That's when the hard work begins to be honest, it's fun to go and have a drink. It's fun to make people swap business cards, the hard work start begin because now you're competing probably with a lot of other companies trying to get in a door of someone to have a meeting and talk about your capabilities and how it fits into their project requirements. That's problem solving, I guess, gonna, I'm gonna solve your problem. And I'm going to do it based on defence requirements and standards. So it's really, really important that you early on, set up those early meetings, those second round of meetings, or third round of meetings.
Brenton Gowland:Does it happen at the event or outside of?
David Searles:Generally outside the event. So you may have had that first meeting, you may have revisited that on your day two as I in my plan, and you plan to catch up intimately. And when I say intimately one on one meeting or with others within the company, rather than in the exhibition at a later stage probably next week or the week after can be done by teams or zoom.
Brenton Gowland:Particularly if people are interstate, because let's face it, people from all around Australia are going to be going to this event. Maybe not so much from overseas this year. But you're definitely going to have people that aren't in your
David Searles:Yeah, absolutely. Brenton. And I think COVID a state. situation has as built our confidence in in having, you know, videoconferencing, and that those sort of those sort of tools, and we've become much more familiar with them. So it's a good way to go. And it's a cost effective way to go. I think there is a need to do a hands face to face eventually and build that relationship. And the only way you can really do it eventually to win that business. But yeah, I so the hard work begins. I equate it to people who prepare tenders. So
Brenton Gowland:So you're saying that the follow up should you do all the hard work, set the team up, write the tender, go through all the all of the reviews, whether it's a red team review or gold team review. Day comes along submission day, send it in. And you wipe your hands and say right or wait for the decision that I've won it. It doesn't stop there, there should be consistent planning, consistent work going after the tenders released in preparation for when you do get down selected and that you're ready to go. So commercial frameworks, logistics frameworks, workforce requirements, I think it's the same here. Once you've got the business card and the event ends you don't rub your hands together, give yourself a tummy rub say that was great. Oh, really. Now the work begins in building that relationship and convincing that company that your capability meets their needs, and you can sign up into their supply chain and win business with them, supply to them, or work as a partnership with them to be successful. actually not even wait till the events over. But you should start doing it through the event. And then event ends generally on a Thursday yes. So on Friday, you should be hitting the phones, booking those meetings, whatever else not just taking your big wad of business cards are going didn't I do a great job. I'll follow these guys up eventually. But you should be right on it.
David Searles:Yeah, absolutely. It's fundamental to do it early in the process, because it's still in in people's minds. Give them a weekend or a couple of days. They start to forget who you were. Don't know you, can't remember. It's really important to do it early on.
Brenton Gowland:Yeah, that guy was great to have a drink with but whatever.
David Searles:Yeah.
Brenton Gowland:So yeah, in other words, you know, if you're planning to go to Land Forces or Pacific or whatever. Plan that whole week is the event. So it's it's the prep, it's they're going to the event, it's the follow up. And definitely that last that Friday is you know, you might be travelling, but you can do a whole bunch of follow up while you're doing that if you're on a plane or driving or whatever.
David Searles:Brenton it might be just as easy as send off a number of emails saying hey, great to meet really appreciated your time. Thanks for the second meeting. What I'd like to do now is set up another meeting. I'm happy to do that by teams or whatever or or I'm in Melbourne next week, I'd really like to come and see can we set up a time to have a chat?
Brenton Gowland:Yeah, fantastic. Look, David, that was incredible. Thank you for your time today. Very insightful. And I think there's some real usable information that you've provided for people who will be going to Land Forces or Avalon or Pacific as we discussed. So how can people contact you and you're very well connected man, as we all know, how can people contact you if they want to meet you at Land Forces or actually arrange a conversation with you at a later time?
David Searles:Well, we've got a pod. Pod number 27. It's up in our little corner up in the back of the bleachers.
Brenton Gowland:Pod number 27. I like that number.
David Searles:Pod number 27. And, and we'll have that manned for the duration of the of the exhibition. So that's where we are. The other way is send us an email david@dssolutions.com.au or an in actual fact I'm on LinkedIn. So chances are....
Brenton Gowland:Yes you are, I see you on LinkedIn all the time.
David Searles:Good looking rooster aren't I?
Brenton Gowland:Oh, yes, you are David, of course you are. Look fantastic. And once again, thank you for your time today. It's been a great discussion. Now. If you're enjoying the Business Builders podcast and you're finding it useful, please let us know. We would love your thoughts and we'd love to know any topics that you'd like us to talk about or discuss. You can reach out to us on LinkedIn by contacting Brenton Gowland or Ron Tomlian. We'd love to chat. We'd also love you to give us a review on Apple podcasts or your favourite podcasting platform. And please remember to check out our sponsors. We've got Nucleus, we are experts in helping you grow your business and achieve your communication or marketing objectives and helping you set up to get into defence supply chain. And if you'd like any advice from our team at Nucleus, or you want to have a discussion, please get in touch with us using the contact form on the Nucleus website. And either myself or one of our team will be more than happy to arrange a meeting. So please visit us at www.nucleus.com.au to see how we've helped other businesses just like yours. And finally, please reach out to us if you'd like to get involved with SA Business Builders, David and I are both part of that network. And there's many others. So if you want to come along to the next event, just let us know either via LinkedIn or any of the other channels. So until next time, that's goodbye from me and David, I hope you have a very successful Land Forces. And I look forward to seeing you at the next essay Business Builders.
David Searles:Thanks Brenton. Really looking forward to it. Thank you.
Brenton Gowland:Great, fantastic. And finally to our listeners. We look forward to speaking with you again on our next podcast. So see you next time and bye for now.
