How to make the most of conferences

Conference season is upon us (if you’re an academic in the Northern Hemisphere, that is)! But why is your friendly academic business editor writing about it? Because I think some of your best writing can come out of the time you spend at conferences—the connections, insights, and general practice in communication that you gain from peers in these settings are invaluable. 

Here's how business researchers can make the most of these opportunities.

Before the Conference

Research who will be attending the conference, particularly journal editors and scholars in your specific field. Make a shortlist of people you'd like to connect with and familiarize yourself with their recent work. Check the conference schedule and plan which sessions you'll attend, but give yourself plenty of decompression time too (cramming too many sessions and connections into one day is a great way to absorb almost nothing!). This stage is the perfect time to start drafting questions as well; jot down any that come to mind as you review the attendees and their work.

During Sessions

In others’ presentations, take an active role by asking your (occasional) thoughtful questions. These serve as natural conversation starters for later. However, avoid dominating the Q&A: one well-crafted question is better than multiple superficial ones. Highlighting connections (whether between the presented work and that of another author, or between the presented work and your own) can be a great way to make meaningful contributions to sessions. Alternatively, you can inquire about gaps or other possible directions for the research in question, but this line of questioning requires more thought and tact, lest it come off as dismissive or nitpicky.

If you’re the one presenting, don’t make the fatal mistake of neglecting your audience. Just like the best authors write with the reader front of mind, great presenters design their presentation entirely for their listeners; this includes looking at them often, addressing them inclusively (with words like “we,” “our,” and “us” rather than “you,” “your,” and “my”), and above all, highlighting why this info matters to them. Put differently, be sure you answer this question at least twice: What is the real and present danger if no one ever hears what you have to say?

Social Events and Informal Spaces

Quality interactions definitely trump quantity in both formal and informal settings at conferences. Rather than trying to meet everyone, focus on having substantive conversations with a handful of people. When meeting journal editors and senior scholars, don’t immediately pitch your work. Instead, start by asking about their journal's upcoming special issues or their views on emerging research trends. Again, look for points of connection that you can highlight and don’t restrict yourself to scholarship: these more informal conversations are the best way to discover shared interests, views, and experiences, all of which can be the foundation of far stronger bonds than the kind built on work.

Likewise, some of the best networking happens in informal spaces. The coffee line, lunch table, and pre-dinner reception often provide better opportunities for conversation than organized sessions or mixers—another great reason to build this “in between” time into your schedule rather than rushing from session to session.

Three Keys to Great Conversations

1. Don’t worry about performing or presenting a certain way—worry about whether you’re genuinely interested in the conversation. Much as we purport to value it, humans are terrible at spotting authenticity (so you can put aside those common fears that networking will make you seem “fake” or “sleazy”). What we can sense very well is excitement. Thanks to mirror neurons, we can not only observe but even “catch” this emotion. This means that a conversation with someone whose work genuinely intrigues and inspires you will leave that other person feeling excited and inspired too—a recipe for positive, memorable interactions.

2. Push back against homophily, or the tendency to associate with similar others. The best networkers know that novelty and diversity are key to better networks—and better thinking. Put simply, there are strong benefits to breaking through “the bonds of homogenous social relations.” Push yourself to make at least one or two connections with dissimilar scholars, whether they’re dissimilar to you in terms of research area, geographic location, demographic profile, or some other respect.

   
   

3. Master flow. Another thing that great writing and great conversation have in common is FLOW. Research shows that conversational flow is a clear predictor of networking success. Whether in a conversation or a manuscript, flow basically looks like a perpetual process of doing this: look back, carry forward; look back, carry forward; look back, carry forward. For instance, say a colleague opens a conversation with you about the weather in line for coffee. Look back for connection (i.e., affirm or comment on what they just said—e.g., “I agree, the weather is awfully wet today!”), then carry that thought forward for possible connection in a new but related direction for them to continue (e.g., “I always seem to bring bad weather to conferences with me! Were you at X Conference last spring? It rained the whole time there too, which was good for long chats inside at least!”).

   
   

   In this way, it’s like you’re tossing a growing “ball” of conversation back and forth between you and the other person. Each of you catch it, add to it, and throw it back. This skill comes effortlessly to some and far less easily to others, but anyone can learn and practice flow—in conversation or writing. (Side note: if you haven’t downloaded my handy guide to Creating Flow with Links, head here to enter your email and get your copy. Several academics have told me it was a game changer for their writing.)

After the Conference

Follow up with new connections within a few days of the conference, referencing specific points from your conversations. Similarly, personalize any requests to connect on digital platforms (like LinkedIn) with a short note that reminds the connection of what you talked about. 

Finally, if you have a request for any kind of help, preface (or at least pair) it with an offer of your own, however humble. For instance, if you’re hoping for guidance or assistance with an article, you can say something like: 

I understand you have countless demands on your time, and I appreciate any guidance you might be able to offer on the draft we discussed at the INFORMS Annual Meeting, whether that's a brief conversation, feedback on my approach, or suggestions for resources I may have overlooked.

If it’s helpful to you, I'd be happy to provide research assistance for your own projects, or find another way to make this exchange beneficial for you as well. Thank you for your consideration and for the very inspiring conversation last week!

Most scholars are well aware that they wouldn’t be where they are today if it weren’t for the help of myriad people along the way—and many find it very gratifying to help when they can.

In sum, successful conference networking involves building genuine professional relationships rather than just collecting contacts. These connections can lead to new ideas, research collaborations, publication opportunities, and tremendous career development in the long run.