Using Industry Events to Expand Engineering Networks

Over the next 3 months, I’m hosting 4 major events in France, UK, USA and KSA. Beforehand, I want to share my top tips on how to get the best out of networking. 1. Set Clear Targets Action: Make a hit list of the top 10 companies or people you need to meet. Research what they care about—know their wins, pain points, & what they’re hunting for before you walk through the door. Outcome: These conversations won’t just happen by chance. By doing your homework, you’ll turn a five-minute chat into a deal-building moment. Schedule meetings in advance, & after the event, send a tailored follow-up email that shows you were listening. 2. Take the Stage (Literally) Action: Get on the agenda. Whether it’s a keynote, panel, or fireside chat, nothing says “I’m the one to watch” like holding the mic. Use this time to address the industry’s biggest challenges & position yourself—& your company—as the answer. Outcome: Speaking builds instant credibility. It’s not just exposure; it’s authority. Post-event, share the highlights on LinkedIn & invite attendees to continue the conversation, turning an audience into a lead pipeline. 3. Own the Floor Action: Don’t just lurk—work the room. Engage with key exhibitors, ask questions, & position yourself as a resource, not just another pitch. Be direct but curious: “What’s your biggest challenge this year?” and “How can I help?” are powerful openers. Outcome: You’ll stand out as someone who listens. Take notes during conversations, & follow up within 48 hours with a personalised message. Not a generic “great meeting you”—send actionable insights or specific ideas that move the ball forward. 4. Host the Inner Circle Action: People bond better in a more relaxed setting than over Wi-Fi. Organise an exclusive dinner, roundtable, or cocktail event for a curated group of heavy hitters. Keep it intimate—this is about building relationships, not just showing off. Go easy on the heavy sell. Outcome: People remember who brought them value & connections, not who handed out free pens. Post-event, share any key takeaways & book one-on-one follow-ups to solidify what you started over drinks. 5. Hack the Tech Action: Use every tool at your disposal—event apps, LinkedIn, QR codes. Pre-event, reach out to attendees & book meetings. At the event, swap contacts digitally to keep things seamless, & use a CRM to track every interaction. Outcome: You’ll leave the event with an organised roadmap of leads, not just a stack of business cards destined for a desk drawer. Follow up strategically with segmented, value-driven emails & keep the momentum alive. The Bottom Line: Trade fairs & exhibitions aren’t just networking. Preparation, presence, & follow-up separate those who close deals from those who just collect swag bags. Be human. Don’t think of this as just a branding exercise but an opportunity for long term partnerships. Be genuine - your new contacts will become close contacts, if not friends. Make it count! #revenuegrowth

Unsolicited advice - 15 Water Industry Conferences Later… Here’s What I’ve Learned Over the past 5–6 years, I’ve attended several water industry conferences / trade shows / expos Events are important. No question. You meet customers. You shake hands. You build trust faster in 20 minutes than in 6 Zoom calls. But here’s something worth thinking about: Most companies spend $5,000–$50,000 per event (booth, travel, hotels, time, opportunity cost) — and don’t clearly measure the ROI. If you track it rigorously: • How many meaningful conversations? • How many qualified opportunities? • How many made it to pipeline? • How many closed? • What was the cost per SQL? • What was the CAC per event? In many cases, conversion is low. Not because events don’t work. But because we show up unprepared. We often: • Talk to whoever walks by • Have generic conversations • Don’t know the utility’s current capital plan • Don’t know their permit pressure • Don’t know their asset condition • Don’t know who actually holds procurement authority • Don’t know if they even have budget this cycle So we spend 3 days “networking” instead of strategically engaging. ⸻ The Complementary Approach Events shouldn’t disappear. They should be amplified. What I believe is better approach: 1️⃣ Pre-event intelligence • Identify 30–50 target utilities attending • Map decision makers • Understand active capital projects • Know regulatory triggers (PFAS, nutrient mandates, consent decrees) • Review recent board minutes • Understand digital maturity 2️⃣ Context-driven conversations Instead of: “What are you working on?” You ask: “How is Phase II of your interceptor replacement progressing?” “Has the SCADA upgrade been funded yet?” “Are you still using SBR for the 0.23 MGD facility?” The tone shifts immediately. 3️⃣ Post-event structured follow-up Not just a “great meeting you” email. But: • Opportunity scoring • Timeline mapping • Procurement thresholds • Engineering spec influencers • Budget cycle alignment ⸻ Trade Shows Are Relationship Engines But Data Is the Force Multiplier The companies that combine: • In-person presence • Market intelligence • Asset-level context • Capital planning visibility … win disproportionately. I’ve had multiple conversations recently where this approach resonated strongly. If you’re spending heavily on conferences and want to rethink how to scale ROI — happy to share what I’m seeing work in practice. Food for thought. AquaIntel Inc

The Art of the Meaningful Connection at industry events 🎨 Attending industry events can be a game-changer for building your network, but making authentic connections takes more than just showing up. Here are five strategies that have helped me connect with the right people and build lasting relationships: 1. Do Your Homework ✍🏼 Before the event, research who’s attending. Identify key people you’d like to meet and learn a bit about their background. This makes starting a conversation easier and more intentional. 2. Find Common Ground 👊🏼 Look for shared experiences — maybe you attended the same university, root for the same sports team, or have mutual connections. Finding commonalities makes conversations feel more natural and memorable. 3. Ask Great Questions ❓ Instead of leading with what you do, ask thoughtful questions about their work, challenges, or goals. People love sharing their experiences, and genuine curiosity leaves a lasting impression. 4. Give Before You Ask 👏🏼 Offer value first — whether that’s sharing a resource, introducing them to someone in your network, or providing insights on a topic they’re interested in. Reciprocity builds trust. 5. Follow Up with Purpose 💬 After the event, send a personalized message referencing your conversation. Whether it’s a LinkedIn connection request, an email, or a quick note — thoughtful follow-up helps turn brief encounters into meaningful relationships. Feel free to add 👊🏼 Pictured with one of my faves: Joy Keller

Never miss a chance to participate in industry exhibitions and forums. They are a perfect opportunity to understand the industry better, study competitors and view demos (which might be difficult otherwise), engage in meaningful discussions with peers, spot trends and bets the industry is making. Above all, you will have the pride of representing your organisation, showcasing your solutions / value differentiators thereby increasing brand awareness and winning customers. I have always raised my hand at such opportunities. I love to be involved right from stall and artifacts design, story boarding demos, planning fun competitions, to making presentations at such events. It has always led to enriched learnings and valuable networking. If you have been part of multiple day expos, I am sure you can relate to how we try to identify lean timings during the day when we can leave the stall to walk around and check out others, esp the competition! To make the most of such events, here are some tips to consider: 1. Be mindful of the attendees and customer segments who will visit and plan your stall tuned to their interest areas (what do they want + what do you want them to know). What you present, how you present, aesthetics, layout- everything follows. 2. If there is info on stall layouts/spots, guest speakers and panel discussions, plan for your must visit stalls and speakers ahead of time. Rotate stall manning accordingly. 3. Dry run your demos multiple times and in the exact configuration and environment expected at the event. Obviously, rehearse your speech in case you are presenting. 4. Expos are the best time to test ideas using small pilots and gauge user reaction. 5. Everyone loves gifts and take aways. Make it meaningful and memorable. 6. Ensure all members are aware of the lead gen process and follow it diligently. And if you promise to get back to someone on any queries, do ensure you close the loop post event. 7. Do not leave your stall unattended. 8. If you are an introvert and attending one such event, do not be bothered by lack of colleagues or friends accompanying you. You can look around at your own pace and slowly you will find yourself opening up, asking questions and enjoying the atmosphere. 9. Do network and have fun! If there are post event get togethers, do not miss it. What are your favourite events and memories? #learningneverstops #industryevents #learning #networking #businessdevelopment #professionaldevelopment #eventplanning #exhibitions #selfdevelopment ----------------------- Some memories: presenting at the IoT Congress in Barcelona, giving away an Alexa to a game winner, final test of a demo setup, cheering on participants at our immersive zone at Excon

To All My Fellow Students Graduating Soon: How Do You Build Connections and Networks? One question I get all the time: What kind of conferences or events should I attend to start building my network? As graduation approaches, it’s natural to feel the need to connect with industry pros, but it’s also easy to feel lost in how to start. Here’s my honest answer: Where there’s a will, there’s a way! 🛤️ Let me break it down for you: Hackathons: Fuel Your Passion for Innovation If you love brainstorming, creating, and problem-solving, hackathons are the place to be! They give you a platform to develop and showcase your ideas, meet industry folks, and even pitch to company reps. This is networking with real impact connections formed over shared ideas and late-night coding! ➡️ Where to find them: Check out Major League Hacking (MLH) and Devpost. They’re loaded with hackathons of all kinds, whether you’re a beginner or seasoned coder. Niche Conferences: Dive Deep in Your Field If there’s a particular field you want to break into, go niche! Conferences focused on specific domains can be a treasure trove of like-minded people. For instance, Droidcon is the hub for Android enthusiasts, while KubeCon is the go-to for those into Cloud and Kubernetes. Networking here isn’t random it’s targeted and full of people who share your passion. ➡️ Where to find them: Eventbrite and Techmeme are awesome for finding niche tech conferences. Casual Networking: Find Local Meetups Sometimes, you just want a relaxed environment to meet people, especially in your city. That’s where Meetup.com becomes my go-to! There’s a meetup for every interest you can imagine, making it super easy to find groups that resonate with you. I personally love it for casual tech talks, coffee chats, and even hobby-based meetups. My Real Advice to You: Don’t Go Expecting Referrals or Job Offers! I say this with love go to learn how to connect, not to collect. Authentic networking isn’t about what you can get right away; it’s about building relationships over time. Show genuine interest, ask questions, listen, and focus on growing together. The job leads will come naturally if you invest in learning and connecting with authenticity. 💡 Special Tip for International Students Being an international student myself, I know it can feel intimidating to join these events, but your unique experiences and perspectives are your strength! Approach networking as a chance to share your story people will genuinely want to hear it. Start small, show up consistently, and you’ll find yourself building a community. Let’s make these last months count! Follow Shagun Saboo to learn more about simplifying your job search!