You’ve just come back from a big industry event – maybe it was SNS, GOW, Energy Networks Innovation Conference, or Future of Utilities. You’ve had back-to-back conversations, your feet still ache, and your head’s swimming with ideas, names, business cards and opportunities
Now comes the part companies fall short : the follow-up: turning all that energy into real momentum.
1. While You're Still at the Event – Share What You’re Learning
One of the most overlooked tactics? Check in while you’re still there.
After sitting in on a compelling panel or keynote, take 5–10 minutes to:
- Write a short LinkedIn post reflecting on one key insight that resonated with you.
- Tag speakers and contacts you’ve just met to continue the conversation publicly.
- Ask a thoughtful question to invite comments – e.g.
“Brilliant insight from Ofgem on the need for more agile flexibility markets. Curious how other network operators are adapting to this – what’s working for you?”
This helps:
- Reinforce your presence at the event.
- Show that you’re listening, not just selling.
- Create a natural reason to connect post-event (“I really appreciated your comment during the panel – would be great to share more thoughts .”)
2. Start with the People, Not the Pile of Leads
Before diving into your CRM or firing off mass emails, take a moment to reflect: What stood out in your conversations? Who leaned in when you spoke? Who shared a real problem – not just a polite chat?
Sort your contacts gently into three buckets:
- Priority leads: DNOs, National Grid, Ofgem, local authorities – people driving change and actively looking for solutions.
- Warm interest: Innovation teams, startups, consultants – open to ideas but may need more time.
- Nurture list: Future partners . They may not be ready now, but could be advocates or collaborators down the line.
Note the details that made each conversation meaningful. That’s where your follow-up should begin.
3. Follow Up Like a Human, Not a Sales Funnel
In the first few days post-event, reach out personally – even if briefly.
Think less “template,” more “thanks for the chat.”
“Hi Rachel, I really enjoyed our conversation at SNS about your LAEP work in Yorkshire. I’ve attached a quick read on how we supported a similar council in rolling out a community energy strategy – it might offer a few ideas.”
Other ways to add value:
- Share your own event takeaways – people love thoughtful perspectives.
- Invite them to a private group, webinar or roundtable on a shared challenge.
- Send something useful – not just promotional (e.g. RIIO-ED2 prep guide, or a funding alert).
And yes, LinkedIn is still your friend. A warm, personal connection request goes a long way.
4. Keep the Relationship, Not Just the Lead
Think of post-event marketing as the start of a relationship, not a pitch. What can you offer that helps them move one step forward?
Try:
- Local case studies: “Here’s what worked for a DNO dealing with rural constraints in East Anglia.”
- Insights that save time: “We pulled together a short explainer on how BEIS updates might affect next year’s innovation funding.”
- Pilot invitations: “We’re opening up 3 new trial slots for our grid forecasting tool – would this be relevant to your Q3 goals?”
Let them feel you remembered them – because you did.
5. Give Them a Reason to Keep Talking to You
If you’re wondering why now is the time to follow up – here’s why it matters:
- Budgets are being shaped.
- RIIO-ED2 is underway.
- Innovate UK and NIA/NIC funding cycles are active.
And let’s be honest – everyone’s looking for partners who understand the UK energy landscape, not just the tech.
So say something that connects:
“You mentioned trying to build internal support for flexibility trials – we’ve seen how other councils tackled that comms gap. Want to swap notes?”
6. Reflect - What Did This Event Teach You?
Beyond leads, what did you really learn?
- People were open – but overloaded. The ones who stopped and shared their challenges? That’s gold dust.
- There’s a real need for messaging that bridges tech and strategy – people want to see how a solution fits the bigger picture and how it overcomes a challenge, not just how it works.
- It’s not just what you say. It’s how you show up.
And maybe… some of your competitors were better prepared with their messaging, visuals, or storytelling. That’s ok. But it’s worth noticing.
7. Next Time, Make It Count
Next event, consider:
- Pre-booking key meetings – especially with DNOs, councils, or policy influencers.
- Running a private breakfast briefing to go deeper with a handful of the right people.
- Tailoring your materials by audience – one set for local government, another for innovation teams, another for tech buyers.
- Bringing your message to life – with interactive demos, video, or real-world outcomes that stick in people’s minds.
One Last Thought…
You’ve already done the hard work of showing up – in person, in conversation, in a competitive space.
Now ask yourself this:
If your next big opportunity depends on how well you tell your story – not just what you offer – are you ready?
If not, maybe it’s time to chat to someone who can help you turn insight into impact.
We’re here when you’re ready.
