Alta Associates
Specialists in executive recruitment for over 20 years.
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Articles by Alta
Making the Most of Conferences
Joyce BrocagliaJoyce@altaassociates.com
Over the years, I have had the pleasure of exhibiting at numerous Information Security industry conferences. Most recently, I was an exhibitor at the RSA show. Aside from getting to meet the faces behind the phone conversations, one of the most interesting aspects of working the booth is getting to observe the attendees.
From a recruiter’s perspective, I can tell you that not everyone is getting his or her money’s worth. I’m not saying that the classes aren’t great or the speakers not talented, but many of the attendees don’t utilize the conference to it’s fullest when it comes to networking. After talking to hundreds of people per day, it’s impossible not to notice that most of the attendees fall into general behavior categories. I’ll describe our perception of the visitors to our exhibit booth by the following classifications. Guess which ones are the most likely to leave the conference with valuable new contacts and competitive information?
The Adventurous Insider: These attendees are plugged into the security industry. They know the happenings of the latest releases, products and companies. They are energized by their work and are often employed by start-ups. They are willing to take risks because they have confidence in their abilities. We usually have fast paced conversations about industry services, products and trends and they make it clear that I should always keep them in mind for outstanding opportunities.
The Enterprise Executive: These attendees often work in corporate security departments and have been recognized as team leaders for driving security in complex environments. They understand enterprise business processes and the security implications that relate to them. They are interested in discussing how other security departments in their industry are structured, what products and vendors have proved most reliable and what skill sets are most valuable for career progression.
The Polished Presenter: These attendees usually work for vendor companies and are doing business development, sales, or marketing. They are enthusiastic about their company and the progress it has made and are happy to share their story with anyone who will listen. They are interested in any competitive intelligence they can gather at the show.
The Complacent Wanderer: These are the attendees who meander about with no purpose other than to take whatever freebies are available. Their presentation skills are under-whelming at best, they often complain about their jobs, and usually latch on to the ear of anyone who is willing to listen to their personal tale of woe.
The Paranoid Slinker: These are the people who go out of their way to avoid conversation with others. They don’t like to make eye contact and appear threatened when you try to initiate conversation. Often, the people that exhibit this behavior lack the social skills and self-confidence needed to open new doors. Because they lack an understanding of basic networking principals, they usually fear and avoid executive recruiters.
Many attendees don’t realize that their presence at a conference may make a lasting impression on many people. I have performed numerous searches where the ideal candidate was identified by the employer who sat in a class with the person, or heard him or her speak at a conference. I write notes on the back of business cards and keep the very sharpest of candidates’ cards in my pocket to make sure they are the first ones I contact for a search. A positive and lasting impression will open doors to opportunities that you would never realize existed.
Conferences are a perfect time to expand your networking Rolodex. Look at the schedule of speakers and exhibits. Identify companies about which you would like to know more and collect their literature. Make it a point to stop at the booths and introduce yourself to the vice president of sales, alliances, or engineering. Be conscious of the impression that you are projecting. Ask them if you can follow up with specific questions regarding their products or services at a later date. If you have interest in joining a certain company, do market research before visiting the booth, and make sure you meet someone at a management level in your area of expertise. Never be afraid to let them know that you are interested in joining their team and the reasons why you would be an asset to their organization. When you are selecting the classes consider both the topic and the speaker. If the speaker is someone that you would like to meet, attend the session. Most speakers are happy to meet with you personally after the presentation. It is an excellent chance to position yourself for future contacts.
Keep track of who you have met, drop them an email, and let them know what you are up to. Follow up demonstrates intent, professionalism, and communication skills.
One of the best ways to tell if you are getting everything you can from a security conference is to evaluate how you feel when you get home. If you have taken the time to consciously network, meet with the speakers, introduce yourself to the vendors, and attend the classes you have gotten your money’s worth.
Joyce Brocaglia is the founder of Alta Associates, Inc., an InfoSec recruiting firm, and Jeffrey Combs is an executive recruiter with the firm.