Consultation
Rus

Networking to find clients at business events

Professional tools for meeting clients at events.
1-day online intensive course.
Training goal
Give managers professional communication tools for meeting potential clients at events.

Implement practical skills for meeting future partners and potential clients at professional events.
Problems you and your team are facing:
  • It’s hard to build trusting relationships with key clients.
    Clients expect attention, a personal approach, and confidence that they won’t be “sold to and forgotten.” But often communication is limited to work-related matters only, and the relationship becomes formal.

    For example, there was a high-potential client ready to expand the partnership, but after a couple of meetings they stopped responding — the contact “cooled off.” Why? Because the right steps to build trust were missing.
  • You attend business events, but the contacts don’t bring any results.
    Business cards are collected, but then — silence. There’s no system for “warming up” these connections and turning them into valuable relationships. Many people complain: “I was at a conference, met 20 people, and not a single one replied to my email.” It’s not because they’re not interested, but because there was no strategy.
  • It’s uncomfortable to start a conversation first, especially with “important” people.
    Fear of coming across as pushy. Or not knowing what to say so you don’t sound “salesy.” This blocks you from starting conversations with the right people—especially at a high level. The thought keeps spinning in your head: “He’s already so busy, why would he need me?” The result: missed opportunities.
  • No time for “chatting just for the sake of it”
    Everyone is overloaded with tasks, and it feels like there’s no time for networking. But without the right connections, business stalls. It’s not about quantity, but about quality — 2–3 strong contacts can bring more than dozens of random ones.
  • Connections are not developing
    You have good contacts, but you don’t understand how to take them to the next level. You want something more than just “writing about work.” How can you make the client look for reasons to meet you themselves? How can you become “one of their own” — someone they trust with their money, tasks, and projects?
  • Burnout from constantly searching for new clients
    Every new contact takes effort. But how do you build a system where strong clients recommend you to others themselves? How do you build a network that works for you?
Learning outcomes:

You will implement the skill of making connections with hard‑to‑reach people: partners and future clients at events.

You will expand your professional network, which you need for your career or business, and build relationships based on trust.
For whom
  • Founders of projects (founders)
  • Heads of sales departments
  • Heads of divisions
  • Key account managers (KAM)
  • Sales managers
  • Client managers
  • B2B sales managers
  • Recruitment specialists
PROGRAM
  • How and what to learn in networking for events
  • Event formats: from adventure events to forums
  • Preparation for the event
  • Introvert vs. extrovert: misconceptions and self‑perception
  • From fears to mindsets and skills of a successful communicator
  • Strategy and tactics at the event
  • Algorithms for making acquaintances
  • Positioning at the event: behavior strategy for collecting high‑quality contacts and communicating with the target audience
  • Entering a conversation: first contact
  • Keeping the conversation going
  • “Hooks of interest”: what to tell about yourself, your company, your interests
  • Exiting the dialogue
  • 3 techniques for getting a contact
  • Special cases: organizing one‑on‑one communication (behind‑the‑scenes talks with High‑Flying Birds)
  • Keeping contacts and agreeing on next steps
  • Refusing communication
  • Practical exercises: applying the tools in practice
  • General recommendations for meeting people at events
PROGRAM FORMAT
Online training.
3–4 hours in a group of up to 20 people

Delivers training programs for major companies (Google, Microsoft, KPMG, ByteDance, Toyota, Orange Business).


Over 20 years of business experience, including 16 years of consulting and one-on-one work with business owners, heads of sales, and key account managers.


Author of the “Mobile Networking” methodology and the book of the same name.

Leonid Bugaev

Lead Networking Practitioner

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