Measuring Milestones in your Trade Show Strategy

  1. Contact: This is your initial awareness of the individual you suspect may qualify as a prospect.
  2. Prospect: You’ve qualified your suspect as a prospect by establishing an apparent need, the resources to fulfill that need, and urgency for a solution, i.e. NEED, MONEY, NOW.
  3. 1st Meeting: You have held a first meeting with the decisionmaker to qualify interest and lay the groundwork for the relationship. Second or third meetings may be necessary during this stage.
  4. Proposal: In the B2B context, a proposal is delivered to clarify the statement of work, goods or services.
  5. Contract: The point at which revenue begins to flow or a purchase order is secured.



Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store
Bill Kenney

Bill Kenney


Helps international B2B companies exhibit at US trade shows.