The NASPO Exchange is a unique event because it focuses more on the depth of conversations than breadth when compared to traditional trade shows. There are a few things that every supplier should do to make sure they are connecting with procurement leaders in a meaningful way while getting the most out of the NASPO Exchange experience. 

Review your agenda before you arrive on site and make sure you know exactly who you are meeting with during the week from each state on your list. If you haven't met them before, don't be shy about looking them up on LinkedIn, reviewing their bio on the state website, or reading quotes and articles about statements they've published recently. You should also review the state's top-down agenda originating from the Governor's office to understand the top priorities of each state, how they relate to procurement, and how your company can help provide a solution. If you come into the conversation with an understanding of some of the major issues facing a state you'll be a step ahead and will likely have a very productive conversation. 

Do not take the entire session duration to present a full slide deck or talk at the procurement leaders like they are a captive audience. Structure the session so that you can concisely present your solutions, but leave ample time for questions and conversation. Ask a lot of questions, and encourage them to ask you questions. Do your best to listen actively to what they are saying so you can share relevant experiences and insights that are engaging and relevant to the discussion. You want to end the meeting with the procurement leaders feeling like you heard their biggest problems and can provide a solution to help them achieve at a high level.

Throughout the NASPO Exchange event procurement leaders will be meet dozens of suppliers, and it is important to make sure they don't forget about you once they fly home to their state. You should bring copies of your best marketing and sales collateral to showcase your expertise and highlight how you can help solve their biggest needs. In addition to your traditional marketing materials, we invite you to download our customizable flyer which you can edit with a few clicks to include your logo, contact information, and Procurated score. The QR code will take them to Procurated.com where they can see what their peers across the country are saying about your brand. 

Use the conference as an opportunity to connect with both procurement leaders and other suppliers. In-person events like the NASPO Exchange are a great way to find customers and business partners that can lead to long-term relationships and sustainable business. The NASPO Exchange attendees are some of the most respected procurement professionals in the world, and lessons learned from their experiences, are priceless.

After the conference, follow up with any contacts you made to maintain the momentum and continue building those relationships. When you follow up, be sure to reiterate how your goods and services will help their government and the people they represent. Also, be sure to share any additional solutions you may be able to offer to solve their problems that you've come up with since meeting face-to-face at NASPO Exchange.

Keep these tips in mind to make the best of your NASPO Exchange experience. We look forward to seeing you there in Salt Lake City, UT from April 4-6!