No matter how good technology gets, it only highlights the importance of the one thing it can't replace: professional human relationships. And these are the lifeblood of M&A.

Events such as conferences are vital if you want to keep your deal pipeline flowing. And yet, there's no denying the cost in terms of precious time and effort. It therefore makes sense to plan your strategy when it comes to networking in person, and find a better way.

Getting it together

What do you actually get out of conferences? 'What you put in' might be a cliché, but there's truth in it. Just by making the effort to attend one, you'll put yourself in the same space as other dealmakers and executives - exponentially improving the odds of exchanging names and business cards, and hearing industry news that hasn't yet hit the media. 

That's the baseline. You can do even better by considering in advance which conferences could be most beneficial to you, noting down exactly why these conferences stand out, and then drawing up a gameplan for how you'll spend those few hours most efficiently.

At the simplest level, you're looking for:

• New connections. M&A conferences are a melting pot of bankers, private equity investors, corporate executives, lawyers, advisors, and more. So mix it up.
• New opportunities. You're unlikely to cut a deal there and then - but every new contact is a new potential transaction. And it's not unheard-of for two future partners to hit it off right away.
• New targets. You'll be connecting with founders, executives, and other private market investors - all of whom have their own reasons for being there. Maybe find out what those are?

Even if you don't come away with a bulging address book, conferences are where you're most likely to hear the latest news, trends, and best practices in M&A.

And never underestimate the value of simply showing your face. You never know who might remember you, and end up working with you further down the line.

Choosing your conference

With your time and energy in short supply, you'll want to pick the conferences that suit you best. So first consider your objectives:

• Deal sources: Are you seeking acquisition targets, co-investors, or sellers?
• Capital raising: Are you looking to meet LPs, family offices, or strategic investors?
• Networking & partnerships: Are you hoping to build relationships with intermediaries, advisors, or corporates?
• Market intelligence: Are you after sector insights, trend analysis, or regulatory updates?
• Brand building: Do you want to speak on panels, or perhaps boost your firm's visibility?

Know the audience

Make sure you're fishing in the right pool. Assess in advance what the typical audience for each event looks like. Will you be among PE investors? Venture capitalists? Strategic acquirers? Corporates? Advisors? A mixture?

Search out specific events to see which are the preferred hunting-grounds of your ideal colleagues and contacts. Once you have a sense of who will be there, you can start to figure out how they could align with your goals - and how to approach them.

Don't forget format and structure

You may find that some conference formats work better for you than others. For example, events that allow for pre-scheduled, one-on-one meetings are probably more advantageous for deal sourcing and fundraising. Panel-heavy agendas, on the other hand, are best for thought leadership and exploring new industry trends.

Think like an investor

You're already investing in the conference - time, effort, and money. Will it be worth it? Weigh the total cost of registration, travel, lodging, meals, and time against the potential gains. Consider the following:

• Have prior attendees found leads that turned into deals?
• If you attend, will you be able to interact with decision makers and executives?
• Will you actually be able to follow up with the industry players you meet and turn conference meetings into opportunities?

Affirmative answers to those questions mean an event is probably worth attending.

Making the most of M&A conferences

Here's a selection of the simplest tips for reaping the rewards of these events.

• Go in with a plan. Be laser-focused on your main goals of attending, and make decisions accordingly.
• Build your schedule strategically. Make sure to block out time for one-on-one meetings, panels, and some downtime too. If you can, try and schedule meetings beforehand with professionals you know will be in attendance. If you're attending group sessions, make sure they align with your main goals.
• Network with intention. Be an active listener and ask smart questions. If a conversation isn't going anywhere, exit politely so you can dedicate more time to productive interactions.
• Make use of off-hour events. If you have the opportunity, be sure to go to VIP dinners, LP breakfasts, sponsor-hosted receptions, etc. These gatherings can often lead to valuable conversations.
• Follow up and follow through. Send follow-up messages within two days of returning from the conference so the material is still fresh in your mind, and be sure to make it personal. Always log each interaction in your CRM to keep your team in the loop.

The better way to catch opportunities

Whether or not you're a natural networker, it's a skillset that's most definitely worth investing in - and the best way to practice is by doing it. M&A conferences are an invaluable piece of your dealmaking strategy, not least because if you're not doing them, your competition certainly is.

With the right planning, execution, and some choice tools to help you out, you should find that M&A events offer a significant return on your investment.