Abbott Laboratories: Keys for Partnering Success at the BIO International Convention

Thinking of hosting pre-qualified meetings at your BIO Exhibition booth during the 2012 BIO International Convention? Abbott Laboratories did just that at last year’s Convention and learned what it takes to succeed and secure high-quality leads.

“The greatest value of partnering within our booth is that it allows us to drive traffic, activity and interest within our booth space,” said Michelle Calhoun, Abbott’s contract manufacturing sales and marketing director.

During the 2011 Convention, Abbott hosted nearly 60 in-booth meetings within three days of partnering, which represented a 25 percent increase from 2010.  This was in addition to the hundreds of scheduled business meetings Abbott conducted in the BIO Business Forum Partnering area.

“The Convention is unique compared to other shows, BIO does a great job of bringing different people together and the resulting partnering activity effectively contributes to our ROI for the event,” said Calhoun.

So just what does a Convention veteran recommend for partnering success?

1.       Take Time to Prospect. Make the best use of everyone’s time. The BIO One-on-One Partnering™ system has very robust search capabilities. Plan ahead, log into the system early and search for and navigate to the strongest prospects.
2.       Make Your Booth the Meeting Place. Host meetings at your booth to draw traffic and create interest in your company.
3.       Staff Realistically. Your booth can get busy fast, so assign a triage group to greet meeting participants, connect them with appropriate contacts, and escort them to their meetings. (Knowing where your meeting points are in your booth is key in 2012)! This is especially helpful for ad-hoc meetings, someone should always be aware of who is available for pop-up meetings so that they can happen quickly and easily within the booth.
4.       Plan your Booth. Consider the booth’s design for informal meetings. Not all exhibitor booths can accommodate both casual and private meeting spaces. If you can, avoid closing off space to enable others to see the activity happening within the booth.  Reserve your private meeting space for highly-sensitive meetings. For more tips on how to plan your booth for exhibitor booth partnering visit our resources page here.

New to this year’s Convention, Exhibitor Booth Partnering will allow qualified exhibitors to hold meetings in their exhibitor booths.  This is a free service and allows exhibitors to use the BIO One-on-One Partnering™ System to search among the attendees registered Partnering and request booth meetings.

As in the past, attendees who register for the BIO Business Forum™ have the opportunity to attend traditional private partnering meetings, held in the private meeting rooms in the BIO Business Forum™. Our staff has compiled several different resources for exhibitors in the Exhibitor Booth Partnering toolkit. To learn more about this exciting new addition, please visit the Exhibitor Booth Partnering resources here.

Learn more about the 2012 BIO International Convention, BIO Business Forum™ and the new, free service for exhibitors, Exhibitor Booth Partnering, at convention.bio.org.

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