As many others in the industry I invest a ton of time at industry events. Setting my calendar early for the my “don’t miss” events in the industry, I believe is very important to the success of our businesses.
Selling what you do and how you do it is not always done at the boardroom table or in someone’s office. Many deals are initiated on the trade show floor, conference event, golf course, ski hill, fishing boat and for some (including me) tipping a pint with someone at a watering hole. Sometimes it is a combination of all of these.