Beyond the Conference: How to Make More of Your Business Trip

For CROs, CDMOs and other life sciences companies, a conference can be the starting point for a broader programme of meetings. A visit to a prospective client, a coffee with a partner or a conversation with an existing contact can complement your time at the event.

The aim is to build a schedule that makes sense for your objectives and the time available.

Look beyond the attendee list

The partnering platform is a valuable tool for arranging conference meetings. However, some companies relevant to your business may not be attending the event.

Before travelling, take time to identify organisations based in the city and surrounding area:

• Prospective clients whose projects could be relevant to your expertise.
• Existing clients you usually speak with remotely.
• Current or potential partners.
• Contacts you met at previous events.
• Local networks and organisations that could facilitate introductions.

Your trip can provide a practical reason to reconnect or suggest an initial meeting.

Prioritise meetings with a clear purpose

Before approaching a company, consider why a conversation could be useful to both sides.

For a CRO or CDMO, this might involve reviewing the company’s therapeutic focus, technologies, development stage or publicly stated needs.

An existing relationship can also provide a starting point: an earlier discussion, a project worth revisiting or a collaboration you would like to develop further.

This preparation helps you make a specific request and explain why a meeting could be worthwhile.

Use your upcoming visit to start the conversation

A planned trip gives you a natural opportunity to get in touch.

Explain when you will be in the area, why you are reaching out and what you would like to discuss. Suggest a straightforward format, such as a coffee, a short meeting at their offices or a conversation near the conference venue.

Personalise your approach with a relevant detail about the company and a clear connection to your expertise. Your contact should be able to understand the potential value of the discussion quickly.

Reach out early enough to give people time to consider your request and organise their availability.

Build a realistic schedule

An additional meeting should fit comfortably into your trip.

Before confirming, check:

• Actual travel time from the venue or your accommodation.
• Any site access requirements.
• Compatibility with confirmed conference meetings.
• The buffer needed for unexpected delays.
• Whether nearby meetings could be grouped together.

Arriving the day before or leaving slightly later may make a site visit possible. Consider this against the value of the meeting and the additional time and cost involved.

Also leave room to prepare for discussions, respond to messages and accommodate opportunities that arise during the conference.

Plan what happens after each meeting

Before a meeting, identify what you want to learn and which information would be useful to share.

Afterwards, record the needs discussed, any commitments made and the agreed next step. This could mean sending a tailored presentation, arranging a technical discussion or reconnecting at a more suitable time.

Consistent follow-up helps give those additional meetings a clear direction.

Leave some time to discover the destination

When your schedule allows, a walk or a short visit can be an enjoyable addition to your trip.

Discovering new places is part of what makes international work rewarding. Setting aside a little time for it can help you enjoy the destination while maintaining a comfortable working pace.

How ERBD Consulting can help

In my Business Development work, I like to consider a trip as a whole: meetings at the conference, relevant contacts nearby and the follow-up needed afterwards.

Through ERBD Consulting, I can help identify relevant companies, prepare outreach messages, request meetings and coordinate your schedule.

My experience with CROs, CDMOs and biotech companies helps me approach this preparation with an understanding of your expertise and the people you want to meet.

Support is tailored to your needs, whether you require help with a specific task or more comprehensive preparation.

Preparing for your next biotech or pharma conference? Let’s explore the additional meetings your trip could make possible.