Entrepreneur:
Dr. Malpani, I just attended my first startup conference. Big hotel. Big banners. Big names. I listened to a dozen talks and—honestly—I walked away feeling inspired but… oddly empty.
Dr. Malpani:
Good. That feeling is your inner entrepreneur telling you the truth. Inspiration without action is just entertainment. Conferences don’t fail founders. Founders fail conferences.
Entrepreneur:
That’s… painfully accurate. I spent most of my time attending sessions and trying to shake hands with speakers.
Dr. Malpani (smiling):
Ah, the Olympic sport of conference-going: chasing celebrities. Let me be blunt—mob-bing speakers is the least productive thing you can do. They’re flooded with attention and mentally exhausted. You won’t be remembered. You’ll just be… background noise.
Entrepreneur:
Then what should I have done instead?
Dr. Malpani:
First rule: conferences are not classrooms. They are marketplaces for relationships.
If you go there like a student, you come back with notes.
If you go like a founder, you come back with alliances.
Before the Conference: The Real Work Starts at Home
Entrepreneur:
So preparation is key?
Dr. Malpani:
Preparation is everything. If you walk into a conference without a plan, don’t complain about walking out empty-handed.
Let me tell you what successful founders do before attending:
They get a list of attendees and speakers.
They research.
They shortlist 10 people they actually want to meet.
And then—brace yourself—they email them in advance.
Entrepreneur:
You mean cold-email them?
Dr. Malpani:
Warm email them. Mention the conference. Show you’ve done your homework. Request 10 minutes of time. Founders who plan meetings in advance don’t hunt for contacts; contacts find them.
And please—don’t send a “Dear Sir, big fan” email. Say something intelligent. Make it about them, not you. Investors and founders are narcissists in recovery. Feed the addiction politely.
At the Venue: Stop Sitting. Start Circulating.
Entrepreneur:
And during the conference?
Dr. Malpani:
Rule number two: Arrive early. Leave late.
The lazy founder shows up for sessions.
The smart one shows up for coffee.
Most magic doesn’t happen on stage. It happens while standing near the snacks.
Entrepreneur:
I did notice networking happening everywhere except inside the hall.
Dr. Malpani:
Exactly! So don’t glue yourself to a chair.
Visit the VIP lounge if you can. That’s not snobbery—that’s strategy. The best spontaneous conversations happen in quieter spaces.
Meals are pure networking gold. People are relaxed. Guards are down. Deals are born over dessert.
Wear Your Identity Loud and Clear
Entrepreneur:
I did carry visiting cards…
Dr. Malpani:
Old school. Cards get lost. Faces don’t.
Wear a large name badge on your chest with your name in bold. Make it readable from a distance. Humans are visual. If people can’t remember your name, they can’t remember you.
The Elevator Pitch: A Weapon of Mass Clarity
Entrepreneur:
People asked what I do, and I fumbled…
Dr. Malpani:
Of course you did. Most founders can’t explain their business in one sentence but expect investors to bet millions on it.
Prepare a 15-second pitch.
Not a monologue.
Not a TED Talk.
One sharp sentence that says:
- Who you serve
- What pain you fix
- Why you’re different
If you can’t explain your startup to your grandmother, you don’t understand your startup.
Yes, Hustle. Ethically. Relentlessly.
Entrepreneur:
I felt awkward walking up to strangers.
Dr. Malpani:
Welcome to entrepreneurship. If discomfort bothers you, get a government job.
Go up. Introduce yourself. Smile. Ask what they’re working on.
And listen. Actually listen.
Networking is not selling yourself.
It’s collecting stories.
The future favors people who know people.
After the Conference: Where Winners Are Made
Entrepreneur:
Once I’m back home, what then?
Dr. Malpani:
This is where 90% of founders drop the ball.
You must send follow-up emails within 48 hours.
Not “Nice meeting you.”
Send context. Remind them who you are. Share something useful.
Relationships don’t survive on memory. They survive on relevance.
Thank the Organisers (Yes, It Matters)
Entrepreneur:
Should I also message the organisers?
Dr. Malpani:
Absolutely.
They work ridiculous hours.
They make ridiculous mistakes.
And they deserve ridiculous appreciation.
Send a thank-you note.
Give feedback—not whining. Intelligent suggestions.
Today’s organiser is tomorrow’s gatekeeper.
Goodwill compounds faster than money.
The Brutal Truth About Conferences
Entrepreneur:
So conferences are investments, not entertainment?
Dr. Malpani:
Exactly.
If you go for gyan, you’ll get PowerPoint.
If you go for people, you’ll get power.
The difference between a dreaming founder and a scaling founder is not intelligence.
It’s contact lists.
Final Advice from Dr. Malpani
Entrepreneur:
If you had to boil it down to three rules?
Dr. Malpani:
- Plan meetings before you arrive.
- Work the room, not the stage.
- Follow up like your future depends on it. Because it does.
Conferences won’t build your startup.
Conversations will.
So next time you attend one, don’t just show up.
Show intent.