Strong Relationships: Foundation of Successful Business

By Rita Walston, senior director, marketing programs

Social media has made it possible to connect with potential customers and partners from afar — without TSA close encounters, battling beltway traffic or even picking up the phone. The sales profession has changed immeasurably over the last decade or two, but one thing has not – the value of face-to-face communication in building and strengthening relationships.

As we count down the days until the 5th Annual Government IT Sales Summit, it reminds me why we started it in the first place – to bring our partners and suppliers together in a place where they can make the connections to grow their government business and turn potential into results.

In our industry, events have endured pendulum swings —  for instance, the demise and resurrection of AFITC— but one factor ensures that events will always play a role in business: the irreplaceable value of face-to-face communication. There is nothing quite like it.

Since we started this conference five years ago, we have surveyed participants to understand what they get out of the Gov Summit. The market intelligence and budget briefings are always a big hit, as are the panel discussions on the government initiatives and the technologies to support them. But almost every person we talk to tells us it is the interaction with other human beings that brings them to the Gov Summit in the first place and keeps them coming back. We all recognize that networking to establish new relationships and investing time to strengthen current ones is the foundation of successful business.

We build a lot into one day at the Gov Summit — networking starts at 7 a.m., an hour before we open with welcome remarks, and continues far into the evening after we close the doors of the exhibit hall and attendees take advantage of the restaurants and watering holes Reston Town Center has to offer.

Last year we hosted nearly 1,000 participants from more than 300 companies. Companies ranged in size from the Fortune 50 to emerging tech start-ups with fewer than 50 employees. At the highest level, every company’s objective in coming to the Gov Summit is the same – drive more business by gathering actionable information and building the right relationships. We know how important networking is and we make sure there is plenty of opportunity for attendees to meet face-to-face.

To help our partners and suppliers maximize their presence at the Gov Summit, we offer a multitude of sponsorships to facilitate connection points. These sponsorships provide extra visibility and include a tabletop at the networking reception and vendor expo to close out the day. It is during this last “session” when momentum is at its peak and you can see the wheels of commerce turning.

This year, we’ve already sold out our Platinum sponsorships and the Gold, Silver and Bronze are going fast. Some levels of sponsorship even include hosted dinners the night before or night of the Summit to give partners and suppliers further opportunity to build those valuable relationships.

I look forward to seeing you in person at the 5th Annual Government IT Sales Summit on November 15 at the Hyatt Regency in Reston, Virginia!

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