The Hindu Business Line : Making events work for you

Quick Tips
Know what you want to accomplish at the event. Why are you attending the event?
Come prepared. Have plenty of business cards, a pen and notebook. If you are in sales, bring company brochures.
Know how to describe your business in one or two sentences, including a company or client success story.
Mingle. Don't talk with the same people throughout the entire event. Introduce people to each other. Be helpful and kind.
Don't be afraid to approach people. Strangers are merely friends you haven't met. If you focus on the other person's comfort, you will lose your own self-consciousness.
Practise various ways to start conversations; remember people like to talk about themselves, so ask questions such a

AT A CONFERENCE OR TRADE SHOW your actions are not completely your own. You're representing your company; make sure you conduct yourself in a positive light.

They can be enlightening. They can be energising. And they also can be a big bore. I am talking, of course, of work-related `special events'. Love them or hate them, you must follow guidelines for behaviour.

First, the bright side: Industry events are a great place to make contacts in your field and find out more about what's going on at other companies. In fact, your company may be paying your way to the event in part so you will learn more about your industry.

Plan a line of action

If you're naturally confident and outgoing, the social aspects of work probably aren't that difficult for you. If you're a little shy — or a lot shy — the idea of navigating a room full of new faces may be terrifying. Instead of hiding in your hotel room watching TV, take a deep breath and try these strategies.

First of all, wear a nametag. It makes you more approachable. Almost all events provide them. The nametag should go on your right shoulder, the idea being that when you shake hands, the other person's eyes would be drawn up your arm to your nametag.

Next, establish some goals for yourself. If you're in sales, your goal might be to gather as many business cards and sales leads as possible. If this is your first conference, you might simply want to practise introducing yourself. If you don't have a specific need to meet people, just have a good time.

Be Mr/Ms Ambassador

Whatever your goals, when you're at a conference or trade show, your actions are not completely your own.

You're representing your company; so make sure you conduct yourself in a positive light.

A key responsibility is to avoid making negative comments about your company. You do not have to lie, but you shouldn't slander your employer. Even if you dislike your job or think the company is mismanaged, it's not your place to say so at such a forum.

Obviously, you should never reveal any kind of confidential information about your company. If you're not sure whether something is a secret, assume that it is. What you are saying may not seem especially important, and the person you're talking with may seem inconsequential, but you can never be sure.

Your behaviour at mealtimes, during meetings and after hours also reflects on your company. Use proper table manners and do not overindulge in alcoholic beverages.

Mingle, mingle, mingle

Socialising is a big part of company events; so if your boss or another influential person asks you out to dinner, don't say no, even if you have a stack of work and a big headache.

While such opportunities are not strictly part of the workday, they are an important part of your career.

Even if the invitation is from a peer, you should usually say yes. If you routinely turn down opportunities to socialise with your colleagues, you risk getting a reputation as aloof or not a team player. And that's not a reputation you want to create.

Make the most of your attendance by networking, whether the event is business or social, take advantage of the opportunity to meet potential clients and customers.

(The writer is a US-based international partner of Global Adjustments, the Chennai-headquartered cross-cultural training and services company. She is Founder-President of Etiquette Survival, California.)

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