Get Intentional About Networking - Have your Business Development Team Read This Now

 “We go to tons of networking events, but it’s always the same crowd. We never meet anyone new.”

This is a common problem my clients have when they start dedicating time and resources to networking and new client outreach. They fill up their calendars with networking events and attend them religiously but rarely find that they’re making new connections – and even less of those new connections turn into new customers.

There’s a simple reason for that: attending an endless slew of networking events on autopilot and getting intentional about networking is not the same thing.

When you treat networking events like another item on your to-do list – something to get through quickly and then cross off – you won’t see even a fraction of their value. But when you enter each event with a clear set of goals and a plan to achieve them, you’ll start to see some results.

Here’s what you can do before, during, and after networking events to get the maximum impact.

Before the Event
If there are other people in your current network who you think would benefit from the event, invite them to attend! By having a buddy, you can work together to make new connections and benefit from established connections the other already has.

Next, try to determine who may be attending the event. Is there a meeting planner who “liked” the event on LinkedIn? Is there a vendor who is on the board of the association? Try to get an idea of who will be at the event and then check out their LinkedIn profile, as well as their company’s LinkedIn profile. If they’re already in your CRM, read the notes. Look for any common connections or interests you may have.

Once you have an idea of who will be at the event, create a list of the 5 or 10 people you absolutely want to meet. These should be people you think you’d be able to work with in the future and could easily connect with. If you can find their LinkedIn profile, consider reaching out ahead of time so you’re on their radar, too.

Before you go to the event, take some time to plan how you’re going to network. Is a friend going with you who can help facilitate conversations? Do you plan to walk around introducing yourself to people? Or would you prefer to hang out by the bar or coffee station to introduce yourself to people as they come by? Regardless of what your plan is, coming up with one ahead of time helps you determine the best way to make your connections.

Prepare your top 3 conversation starters so you aren’t stuck wondering what to say when somebody on your list walks by. It may seem silly – but it goes a long way in giving you confidence. Google and ChatGPT are your friends here.

Finally, consider things you may be able to offer to a new connection. Is there an upcoming event you can give them an invitation to? Is there anyone in your network who may be an asset to them? It’s important to enter conversations with new clients by showing that the relationship can benefit both of your businesses.

During the Event
Stick to your plan. Once you arrive, identify the people on your list and make sure you talk to each of them.

After each conversation (definitely not during it!) make a note on your phone about what you discussed. If you make any tentative plans to meet, write it down. If you say you’ll share something, make note of it so you don’t forget.

And, of course, hand out plenty of business cards.

After the Event
The name of the game is… follow through!

Connect with the people you met on LinkedIn immediately. How immediately? From the train or before you leave the parking lot. Suggest a time for the coffee date you talked about or remind them of your promise to send those pictures you mentioned – and first thing the next morning, do it!

The next day, put each new contact into your CRM, make the introductions you said you would, and foster the connections as they grow into real opportunities.


Showing up to a networking event is not enough. Showing up and only talking to people you have strong existing connections with isn’t getting you new work. You need to be intentional about showing up with a clear plan to make new, meaningful connections and follow through with them.

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