Editors, for the most part, are behind-the-scenes folks. When we do step away from our monitors, we generally seek out like-minded people.

But fellow Quadling Adrienne Montgomerie has long advised editors to attend their clients’ conferences, making a case for it recently on our blog.

Earlier this month, I tested their idea at BizConn Alliance, a government contracting conference held in Mashantucket, Connecticut. As far as I could tell, I was the only editor there. I spent three days among potential clients and partners, and I learned a lot.

But maybe not what you’d think.

Networking Starts Before the Conference Does

I arrived the evening before the conference started and ate at a restaurant bar. The woman next to me struck up a conversation, and it turned out she was going to BizConn as well. We talked about the conference, her son wanting to publish a book, raising kids, and whatever else came up.

I didn’t see her again until the last day, and then we had time for only a few words. She was clearly happy to see me. Only later did I realize that I’d never given her my card.

Lesson: Networking starts before you pick up your badge. Hand out your card even when the conversation isn’t about work.

When “I’m an Editor” Falls Flat

At the conference’s networking events, I introduced myself the way I always do: I run an editing agency. Most of the time, it fell flat. People nodded and changed the subject. In my notes later I wrote, “It always felt awkward. Was that just me?”

There were exceptions. The owners of a translation company and a marketing company got it right away; their work is related to editing.

And when “editor” did register, people heard “books.” In a room full of businesses that run on proposals, few seemed to see editing as something for their own documents. That’s the connection I need to make next time.

Lesson: Don’t lead with your title. Lead with the problem you solve, in your audience’s terms.

The Work Is There, Even When No One Calls It Editing

Sessions were full of writing problems. Some proposals are now screened by AI tools before a person reads them, so if the AI can’t read an image, the text has to explain it. Speakers also talked about proposal templates, white papers, and 24-hour turnarounds. Nobody called it editing, but much of what they discussed needs an editor.

Lesson: Listen for the pain, not your job title.

Finding a Quiet Table Instead of Working the Room

During one of the networking events, I went to a quieter corner and asked two women at a table whether I could join them. They welcomed me, and we talked with each other and with a few people who stopped by. Afterward, I had dinner with the two women. We barely talked about work, and I had a lovely evening. (I didn’t give them my card, either. I’m sensing a pattern.)

For me, finding that quiet table in the corner worked better. I was less out of my comfort zone, which helped me connect with others.

Lesson: Find the kind of networking that fits you. A small table may get you further than a crowded room.

A Museum Tour Made Small Conversations Easy

The last day included a guided tour of the Mashantucket Pequot Museum and Research Center. About 20 of us went, which made small conversations easy, most of them unrelated to work. It fit my interests better than another networking session and was one of the best parts of the conference.

Lesson: Look at the whole program. Tours and side events can be easier places to meet people.

Borrow Contractors’ Business Development Habits

The contractors I met approach business development in a way worth imitating:

• They make themselves easy to buy from. Some business cards listed UEI, CAGE, and NAICS numbers, the codes a government buyer needs. What information makes it easy for your clients to buy from you?
• Their pitches are specific. They didn’t pitch to “the government.” They pitched their solution to a government problem.
• They track their win rate. Is the effort you’re putting in worth the result? One speaker suggested aiming to win about 35 percent of proposals submitted.
• They choose when to bid. Bidding takes a lot of time and energy. They skip bidding on projects that would be a poor fit.
• They plan for loss. No one wins every proposal or prospect. It’s crucial to keep a cash reserve and ask “What if a major contract ended?”

After the Conference

Quadling Lori Paximadis has good advice on what to do once the conference is over. Since coming home, I have made several LinkedIn connections and have a discovery call on the calendar.

I’ve also looked through my notes and created a list of tasks to work on over the coming months. To start, I plan to get procurement counseling and, later, create a targeted offer for prime contractors.

The biggest takeaway, though? You won’t get everything right the first time. That’s okay. If you can identify what didn’t go well and how to do it differently next time, the experience was valuable.

For more on how to find editing work, read my post “Prepare to Search for Editing Work” and check out section two of my book, The Chicago Guide for Freelance Editors: How to Take Care of Your Business, Your Clients, and Yourself from Start-Up to Sustainability.