Bizav shows and events like NBAA Leadership Conference, Corporate Jet Investor and NBAA Business Aviation Convention & Exhibition are critical opportunities to strengthen relationships, build credibility and close deals.Â
But with high costs and packed schedules, there’s no room for wasted time or resources. Without a focused strategy, companies risk leaving with nothing but a stack of business cards. Success hinges on three key areas: preparation, execution and follow-up.
Pre-Event: Plan with Precision
Winning at an event starts weeks—if not months—before showtime. Every dollar spent should be tied back to a specific business goal.Â
Are you there to close deals, strengthen existing relationships, find referral partners, or recruit talent? Set clear, measurable objectives so every action is intentional. Write them down and visualize how to make it happen.
Consider these pre-event planning practices:
Target Key Attendees: Research who’s attending—decision-makers, influencers, and potential partners.
Book Meetings in Advance: Don’t wait until you’re at the event to make connections. Reach out early via LinkedIn, email, or a warm introduction from a mutual contact. Aim to lock in meetings with at least three high-value prospects per day.
Plan Private Engagements: Face-to-face time is invaluable. Host a private breakfast, VIP cocktail event, or exclusive demo at a nearby FBO. At the NBAA Leadership Conference, consider scheduling an intimate dinner with key executives as it may be more valuable than a dozen random booth conversations.
Pre-Event Social Media Engagement: Announce your attendance on LinkedIn, tag event hashtags like #CJIMiami, #NBAALeaders or #NBAA2025BACE or #NBAASDC, and comment on posts from target prospects to increase visibility before the show even starts.
On-Site: Be Intentional, Not Just Present
Simply being at the event isn’t enough—every interaction must be strategic. Consider how you “show up” at the show:‍
Position Yourself as a Connector: Instead of just pitching your services, focus on introductions. Connecting two industry contacts can build goodwill and strengthen your credibility.‍
Engage the Right People: At NBAA BACE, don’t just work the exhibit hall—identify VIP networking events or after-hours gatherings where high-value decision-makers are more accessible.
Use Customer Stories to Sell: Instead of rattling off aircraft specs, share real success stories of how your services solved a problem for a flight department, charter operator, or aircraft owner.
Leverage Social Media in Real-time: Post key takeaways from speaker sessions, tag new connections in LinkedIn posts, and use event hashtags to increase visibility beyond the show floor.
Leadership’s Role: Setting Expectations & Evaluating Performance
For leadership teams, sending employees to industry events is an investment that should yield measurable results. Set clear expectations regarding how team members should engage with prospects, conduct themselves at networking events, and track their interactions.Â
As a leader, ensure that your team members aren’t just attending events but are actively contributing to the company’s growth.
After the event, schedule a “hotwash”—a structured debrief—to review the sales pipeline, analyze what worked and what didn’t, and refine strategies for future events.Â
Did pre-scheduled meetings lead to meaningful follow-ups? Were key decision-makers engaged effectively? Were there missed opportunities?Â
A focused post-event analysis helps teams continuously improve and extract more value from every conference.
Post-Event: Convert Conversations into Business
The event isn’t over when you pack up—it’s just the beginning. Here are recommendations to convert those conversations into business opportunities.
Follow Up Within 48 Hours: Send personalized emails referencing specific conversations or better yet PICK UP THE PHONE AND CALL. Example: “Great meeting you at BACE—you mentioned the need for more flexible charter availability. Let’s schedule a call to learn more about your priorities and what options exist.” Most sales people don’t do this step so- it will set you apart.
Keep the Conversation Going: Provide value beyond the event. Send a case study, a white paper, or an introduction to a relevant contact.
Track and Nurture Leads in a CRM: Don’t let valuable connections go cold. Assign next steps and set reminders to follow up at the right time.
Reconnect at the Next Industry Event: Business aviation is relationship-driven, and staying visible across multiple events strengthens trust, likability and credibility.
The Bottom Line to Maximizing Event ROI: The Bottom Line
Aviation events like NBAA BACE, Leadership Conference, and Schedulers & DispatchersS&D aren’t just networking opportunities. T—they’re high-stakes sales and relationship accelerators.Â
A successful event isn’t about how many people you meet, but how many turn into lasting business opportunities. With strategic planning, intentional engagement, and diligent follow-up, these events become revenue-generating investments, not just expenses.