Pre-show value creation

• Create ACTUAL value before the show — the best organizers hold hands and hop on calls with buyers and sellers to make sure introductions go well
• The best hosted buyer events actually track results — even going as far as holding mini interviews after meetings to see how likely they are to buy

Free-for-all sessions

Allow sellers to go up and have 3–5 minutes with anyone they wanted to meet but couldn't. Place it at the end of the day when formal meetings are done. It creates energy and catches the connections the schedule missed.

Network effect strategy

• Make all of your events tailored to the same buyers or sellers — the network effect is huge
• Niche down — a focused event beats a broad one every time

Innovation circle

Reserve 5% of your audience to be testing new things each show — new format, tech, decorations, seating arrangements. This gives you a controlled way to experiment without risking the experience for everyone.

The restaurant analogy

If your event was a restaurant full of first dates, how would you get all of the first dates to go better? Would you interrupt? You might ask to refill water when people are done with meetings. Consider hiring previous waiters — they know how to read a table.

Presentation tools

• iPads and Windows tablets rule presentations — 46% use a tablet
• Try giving presenters power access at their tables
• Consider providing branded tablets as a premium sponsorship asset