Deal Sourcing Optimization through Strategic Engagement

February 06, 2026

by a searcher from Stanford University - Graduate School of Business in Dallas, TX, USA

How can industry conferences, trade shows, and networking events be leveraged to identify and engage with potential deal sources? What specific strategies do you use before, during, and after these events?

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Reply by an investor
from Harvard University in Dallas, TX, USA

I think conferences are a superb way to see people in person without a pressured meet up to sell. We did a whole bunch of things. I heavily used physical letters. That's in some other post how we did those but pre conferences we d spend some time on what the city its in has going on that week. So sports games, cultural events, great places to eat, bars that were good. We'd typically then do a bar meet up. Saying to people do you want to come along? The reply rate wasn't very high but the engagement when you tell people you sent the letter was great. So we'd then say, the conference is likely very busy for you, OK to connect next week? Invite them to the drinks or dinner we were putting on. Basically work out how to add value and then claim some. I remember one time it was raining heavily unexpectedly. We bought umbrellas and took them to our 10 identified top prospects. At a winter conference we took beanies. They can be really good. I got one acquisition from asking people at a conference, who do you think would sell? So create value and then dont be super focused on deals or potential sellers only. Learn things about the playing field you're trying to get into.

Reply by a searcher
from Harvard University in San Diego, CA, USA

Prior to the event get the attendee list (if available) and exhibitor list (definitely available) and scrub it for businesses that would fit your target size and owner demographic. Some conferences have the ability through their platform to set up meetings in advance. Or use LinkedIn to reach out. I also firmly believe in leaving open space to allow you to meet people naturally at the conference. They will ask what you do and what the heck "Color Geographic Feature Capital" on your nametag is. Be ready to answer that question in a way that will make sense to them. The dedicated networking events at conferences are usually just a round robin of people quickly exchanging business cards and typically don't lead anywhere. Spend more time with fewer people and follow up the next day.

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