Meeting duration

Meeting length is one of the most consequential decisions you'll make. Too short and it's 99% pitch. Too long and the schedule breaks down. The sweet spot is wide enough to build real rapport.

Think of it like dating — you wouldn't meet your future spouse in a 60-second interaction. The same applies to a meeting that's supposed to end in a signed contract.

• Minimum 5 minutes per meeting — anything less is a handshake, not a meeting
• 7–15 minutes is the recommended sweet spot
• Longer is always better — cap at 50 minutes per meeting
• Leave at least 5 minutes for relationship-building, not just pitching

Seating and table setup

• 53% of meetings have 2 people; 47% have 3 or more — plan table size accordingly
• Have wide enough tables — consider cultural preferences for seating arrangement
• Europeans tend to want to sit next to each other vs across
• 47% of meetings involve presentations — consider power at tables but manage cables carefully

Decide on a language

• Make it clear to everyone what the primary language of the event will be
• Communicate this in advance so nobody is surprised on the day

Creating serendipity

The best connections at your hosted buyer event might not be on anyone's schedule. Your job is to create the conditions for those accidental, life-changing connections to happen.

• Build buffer time into the schedule where people can wander and connect
• If your event were a restaurant full of first dates, how would you help all the dates go well?
• Consider hiring previous waiters — they know how to approach tables at the right moment
• Consider a "free for all" at the end — 3–5 minutes for sellers to approach anyone they didn't get to meet