Network Smarter, Not Harder
Updated: 2 days ago
How to Network at a Conference?
Networking is one of the key reasons people attend business conferences. At the same time, it is also one of the parts many people find hardest.
Walking into a room full of procurement leaders, suppliers, founders, and industry experts can raise an uncomfortable question: Who do I talk to first? We want to propose an alternative to simply “becoming better at small talk.” Approach networking differently: work smart, not hard.
At Forward Summit 2026, networking is deliberately built into the official agenda through structured networking, curated 1:1 matchmaking, and workshops, as well as the more informal parts of the day, such as themed buyer tables, coffee breaks with “icebreakers,” and an evening reception. The goal is to create space where conversations flow naturally and can potentially develop into partnerships and real procurement opportunities.
Here are six practical tips on how to approach networking at Forward Summit 2026.
1. “Gamify” Your Networking Objectives
Before attending the Summit, decide what you actually want to achieve. “To network more” rarely works because it is a poorly defined goal and difficult to measure. Instead, set clear and realistic goals for what you want to get out of the event.
For example:
Meet three potential buyers.
Find two suppliers in a new category.
Learn how a particular procurement process works.
Identify a potential strategic partner.
Understand what corporate procurement teams are looking for.
Have one conversation with someone outside your usual market.
Your objective might be as simple as: “Today, I want to understand how three procurement teams approach supplier onboarding.” This gives every conversation a purpose. And when you start to feel tired or socially overwhelmed, you can simply return to your list and stay on course.
2. Make a To-Do List and Stick to It!
Do not wait until you arrive to decide whom you want to speak to. Look at the agenda and identify sessions connected to your interests.
For instance, the agenda for Forward Summit 2026 covers the European context for inclusive sourcing, the new EU public procurement framework, supplier communities, procurement sourcing cycles, categories, onboarding, and compliance.
This gives you an easy preparation set up. Before the conference, decide on:
Two sessions you definitely want to attend.
Three types of people you want to meet.
Three questions you want answered.
Now you are no longer entering a room full of strangers. You are entering a room of people who share interests that are already relevant to you.
3. Start With the Easiest Possible Question
It's good to accept that not every opening line will be impressive and that not every conversation will lead to a result.
But to increase your chances of success, take advantage of the conversation starters that naturally arise from the agenda. They feel professional, fit the context, and can easily shape where the conversation goes next:
“What did you think of that session?”
“Are you mainly here as a buyer or a supplier?”
“What brought you to the Summit?”
“What are you seeing in your market at the moment?”
These questions are connected to why you are both there and can naturally lead to a conversation about your respective businesses.
4. Ask About Their Challenges Before Talking About Your Company
It's important to pitch your business. But one of the biggest networking mistakes is turning an introduction into a product presentation.
If you meet a procurement professional, think twice before immediately explaining everything your company does. Instead, use the opportunity to ask questions about the main challenges they encounter and the solutions they are looking for.
Questions like “What are the biggest challenges you're currently seeing in this category?” or “What makes it difficult for new suppliers to get through your procurement process?” reveal far more than a five-minute company presentation.
They also fit the direction of modern procurement. McKinsey describes the function as increasingly moving beyond transactional cost management towards value creation, resilience, innovation, and stronger supplier collaboration. The more you understand the challenge, the easier it becomes to explain where you can add value.
5. Use Structured Networking Instead of Forcing It
Walking up to a stranger can feel intimidating. But what if you could get an idea of someone's background before even starting a conversation? Forward Summit 2026 introduces different approaches to create as many effortless networking opportunities as possible.
Lanyards as Conversation Starters
We're introducing three different lanyard colors to make it easier to distinguish between attendee backgrounds, such as corporate buyers, speakers, and underrepresented suppliers. This makes starting a conversation with a stranger feel one step easier.
Breaking the Ice Through Structured Networking
Alongside more relaxed formats, such as themed buyer lunch tables and Break the Ice: Network & Connect coffee breaks, we're also offering structured formats such as curated 1:1 matchmaking sessions. These sessions are specifically designed to connect underrepresented suppliers with relevant buyers around real procurement opportunities.
The structured networking formats mean less pressure to come up with the perfect opening line. Use them strategically: at a buyer table or in a 1:1 meeting, you already know there is some relevance between the two sides. That changes the dynamic from “I need to sell myself to this person” to “Let's see whether there's a genuine fit.” And that is a much easier conversation to have.
6. Talk to People Outside Your Immediate Target List
A useful conference connection is not always an immediate buyer.
It could be:
Another supplier.
A procurement consultant.
An ESG professional.
Someone from a supplier community.
An industry expert.
A potential referral partner.
Someone who knows the person you actually need to meet.
Forward Summit 2026 brings together corporate procurement leaders, underrepresented suppliers, founders, industry experts, and professionals working in procurement, sustainability, and inclusion. That mix is valuable precisely because it creates connections beyond a traditional buyer-supplier conversation. Think in terms of an ecosystem, not a contact list.
And Know When to Move On and How to Follow Up
Good networking also means knowing when a conversation has reached its natural end.
Sometimes, a simple “It was great meeting you. I'm going to grab a coffee before the next session, but let's connect on LinkedIn” or “I'd like to continue this conversation after the Summit. Shall we connect?” can work wonders.
Giving people an easy exit also protects your time, which is particularly important at a two-day event with workshops, roundtables, buyer tables, and matchmaking sessions.
The Summit will come to an end, but the networking doesn't have to.
Try following up with a concrete reference to your conversation that offers a reason to stay in touch.
Great meeting you at Forward Summit. I enjoyed our conversation about supplier onboarding and the barriers smaller suppliers face when entering corporate procurement processes. I'd be interested in continuing the discussion.
Specificity makes the message memorable while giving the recipient something to respond to.
Networking Is Not Just for Extroverts
The best networkers are not necessarily the loudest people, but those who listen carefully, ask the right questions, and connect the dots to identify where two businesses might genuinely be useful to each other.
That is particularly relevant to inclusive sourcing, and it is what Forward Summit 2026, co-hosted by EGLCC, ESDP, and telos, is built around: connecting procurement leaders, corporations, and underrepresented suppliers and turning those connections into practical opportunities.
