Provider Webinar: Building connections that matter - Networking for NDIS business growth

14 Aug

Have you wanted to venture into the world of NDIS Business Networking but haven’t known where to start? Or are you a seasoned veteran of the NDIS circuit?

In this webinar we speak with Karen Lorenzon, a.k.a. The Pink-hairded Lady, creator of KonnectFEST and Sam Messinis, National Manager of Community and Engagement for NDSP Plan Managers about the skills needed, approaches to take and a look at some of the industry’s biggest and most worthwhile events to be a part of to grow your business.

Some takeaways from this webinar include:

Be nervous, but do it anyway. Reach out to friends or colleagues to venture into new networking spaces with you.
Seek to add value to your new networks by connecting with people already in your circle; pay it forward from the get-go.
Ask your colleagues and connections about the events they head to and get the most out of before investing in paid networking events; there are a lot of free events out there.

KonnectFEST
NDSP Plan Managers
Kinora Networking Event Lead Tracker
Hi, everyone.

Welcome to our Kinora webinar.

Building connections that matter, networking for NDIS business growth.

My name is Yvette.
I'm part of the team here at Kinora.

And I'm also joined by Erin, who will be manning the chat
She might pop up in a second on one of the There she is.
Thank you, Erin.

If you're a Kinora member, you may already know us as coaches within the Kinora community.

Today we are joined by two experienced networking NDIS professionals, Karen Lawrenson, AKA the Pink Haired Lady and founder of Connectfest and Sam Messinis, National Manager of Community Engagement and Partnerships for NDSP plan managers into.

I'll give you guys a second.
I'll come to you in a little bit.
I'll just got my preamble to go through and then we'll get into the real stuff.

In today's webinar, we'll be talking about how to make the most of your time at industry events.

Whether you are a seasoned professional or new to the NDIS sector, this session will bring you expert knowledge on etiquette and skills you need to successfully connect with peers, potential clients, and industry leaders.
We'll cover the do's and don'ts of networking, ensuring that you make an authentic impression and establish meaningful relationships.

You'll learn how to set realistic expectations on your return on investment, approach events with transparency, and understand that everyone is there for the same reason, to grow their business.

Thank you so much for being here today, Karen and Sam, and welcome.

Thank you.

Just before we get started, a brief background on Kinora.

If you're not already a member.
Kinora is a safe and supportive online community where you're able to get support for your NDIS questions from us coaches and our community of thousands of NDIS participants, their families and service providers.
You can also list your services on our provider Marketplace.

If you're already a Kinora member, you may be aware that we record these sessions to replay the webinar and any resources we speak about within Kinora.

If you're not already a member, don't worry, you'll get all of the same direct to your inbox.
If you'd like to set up closed captions for today's session, you just go to the top of the screen and click on More at the top of your screen and select Language and Speech.
And finally turn on Live captions.
And while you're up there, there's a chat button.
Please click on that.
Now this is where you can ask any questions as we go through the session.
Erin will be monitoring the chat for any that come up during the time, and we'll answer them at the end of the webinar for everyone that's here in the live session today.

Thanks, Erin.
This is a networking event, so if you'd like to share your name, your company and what services you provide in the chat, we can start making connections while we're chatting today, which would be amazing.

All right, I would now like to make an acknowledgement of country in the spirit of reconciliation.

Kinora acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community.

We pay our respect to the Elders, past, present and future.
We acknowledge the culture, diversity, knowledge and experiences of First Nations people and celebrate their contributions and specifically those living with disability, their families, carers and individuals dedicating themselves to a career in supporting people with disability.

All righty, if you are just joining us now, The aim of today's webinar is to bring everyone into their networking fold to encourage collaboration and support amongst NDIS providers so that everyone can create top tier sustainable service businesses to support Australians living with disability.

We're also going to take a look under the bonnet of some of the industry's biggest events all the way through to more grassroots networking events.

All righty, I'm going to stop sharing my slides and get to talking to our guests today, all right?

Oh, wait, am I still presenting
You can still see me as a presenter.
Great.

All right, sorry, excuse me.
Housekeeping and technology.
All right, let's jump in.

Karen, let's start with you and Sam.

Please just jump in with any contributions that you have along the way as we talk about some skill building stuff.
Everyone here today.
If you're not familiar with Karen, otherwise known as the pink haired lady.

As you can see, Karen is the creator behind Connectfest and NDIS specific event dedicated to fostering connections and knowledge sharing.

With over 20 years experience in networking and the disability sector, she has a deep passion for supporting both participants and providers.
Karen, thank you.

You are unmistakable from your LinkedIn profile pic.
I definitely are.

Yes you are.
Can you tell us a bit about your path to creating your alter ego and your NDIS networking experience?

Sure.
Well, I guess, yeah, I'm known as the pink head lady.

You can definitely spot me.
It's not like a subtle pink.
It's a, it's like a black bright fluoro pink.

And then I usually wear Don, you know, bright colours as well.

I guess when I started my business, I was like in other businesses, I was never really like to have coloured hair.
And so I was like, I think I rebelled and I was like, I'm just gonna wear, I love pink.

And I was like, I'm gonna have pink hair.
So I created that and it evolved into being my brand.

And so a lot of people say to me, well, you know, you can never change your hair colour, but I'm like, but it's part of who I am.

So it doesn't, you know, I feel sad when I wear like if I in December I may go rainbow and I feel sad, which I don't know how you can be sad when you have rainbow hair, but I do.

And I, I miss the pink, but with Connectfest, it was something that I felt in my soul that needed to be done and created in this space.
My son, he's autistic and he has ADHDI too as well, recently diagnosed since last year of having ADHD combined.
And so I felt that it was the space that having somewhere that providers.

So we have two types of events, provider to provider to connect.

And it's a very, it's a, it's a very different style than what's what had been previously out there.

It's more of a casual, you know, let's really get to the grassroots of knowing why you create your business, what makes you unique and really just getting people to get to come together.

And then this year we have really gone into more, let's help my cohort, which is, you know, your participants, your families, your parents, your carers and the teachers as well, because I feel they all kind of come together and doing it.

Yeah.
Do we?

Well, they need to like they we talk about providers, talking providers speak a lot of the times that if you don't actually understand what something certain is and if you're not in the industry, you wouldn't actually have an idea to actually have a conversation and ask the question to get the answer.

So these type of events, so just small and we have a certain amount of providers that come along and be I guess as exhibitors or sponsors, whatever you like to call it.

And they get to be the only ones in the room with 30 to 40 participants and families and carers and you know, those kind of things.

We don't, I don't want to do it big.
I'd rather do it small and do it in local areas to make it be more connected for that, for both.
And it sounds like it's got more of an education focus as opposed to purely networking.

So, yeah, it's bringing people up into that sort of knowledge base.

Yeah, Well, they get they they ask, I ask some questions and when they book a ticket, they get asked a question of what do you do you need any help within the NDIS about support?
And then also, do you have any questions about the NDIS?
So we're doing our first one in Minto in Sydney this week.

And some of the questions have been so wild, but totally awesome that, you know, because they're just such, you know, they're real time questions, like the actual questions that are happening on the ground.

Yeah, yeah.
So it's really cool to be able to create that and, and provide that platform not just for providers, but also for the families and participants and carers and teachers to kind of also change the narrative, I guess of what is being said and in the media of being like, well, providers are the big bad wolves.
It's like, no, it's amazing.

People doing amazing things everyday.
Amazing.

All right, so as part of all of your events, because you offer a whole bunch of events and obviously we'll share the link to Connectfest and all of the variations as part of the package today.

I'm sure you meet a full spectrum of people that are involved in the NDS.
You've just said from from where to go.
Do you think that experience or time in the industry is a big factor in your success in networking events or can you make inroads if you're still new to the game?

I think it's just being yourself, which is a scary thing to actually do.

Yeah, because you're putting yourself out there like literally, well, I'm the pink headed lady.
So I'm like putting myself out there.
I'm out there.

It's it's you know, it's fun going to an expert because all here is pink headed lady and I'm like, I have to put around of leading by example.
It's great.

Lead by example.

I think that, you know, yes, having that experience, but also just believing in yourself and believing what you're doing will actually be the most powerful tool for you to have.

And it's like, and remembering as well, like, you know, it's nerve wracking.
I still get nervous, like when I go to other events, I still get nervous and I'm like, if I don't know anyone, mind you, I could talk to a tree, talk back to me.

But like, it's kind of like it doesn't like it doesn't take me long to have struck up a conversation and have a conversation with someone, but it can be that nerve wracking.

And I think that's kind of just of the norm, but you can do do it.

But it's, but if you don't go out, you will never know how networking can actually grow your business and make you do so much better in the industry and get more well known.

If you just stay at home, it just won't work.
You just Yep, it's, it's worth taking that chance for sure.

So in that it's kind of in that along that line, I don't necessarily want to focus on the natives, but do you think that there is something or a few things that people do or that kind of doesn't set them off on the right foot?

Like when they go into a networking space?
Probably don't be too salesy, especially in NDISNDIS is a different space than if you were in a corporate world.

You could probably be more like I guess the elevator pitch and doing real salesy and like being like you must do this and you must you know, or pick me, you know, we're the best.

So we're the best nurses.
It's like it probably won't, it will not work in the NDI space.

You'll probably get a lot of people will not, people will disconnect, people will not want to actually have a conversation with you.

I think as well as being a bit too like lack of knowledge about like what you're doing as well.

I previously had a provider that I spoke to and, you know, he told me he's, he did this little thing to me and he goes, yeah, we're an allied health provider.

And I was like, OK, so you do, you know, all the things an allied health provider did and he actually didn't.

So for six months he had been promoting his services as an allied health health provider, but they did nursing.

And I was like, so I had to inform him, which was a bit awkward to say, Hey, you're actually you're, you're identifying yourself in the wrong way.

And he was like, I wondered why everyone looked at me oddly, but no one said anything to him.
And I'm the type of person I will say something.
So I think it's it's just about don't be too in your face.
Don't ask, like a lot of people don't like it if you, if you went up to a support coordinator and you said, can you give me clients?
Like, I don't think anybody would actually like that.
It's just, it's too clingy, it's too much.
But also, I don't know you from a bar of soap.
So why would I give you, you know, and, and we're dealing with vulnerable people and we're dealing with people with disabilities that and they're not all vulnerable.
I shouldn't say that, but like we are dealing with people with disabilities that are needing that extra support.
That's why we're in this space to be able to to support them and help them.
So I think in that regard, trust and creating relationships when it comes to developing trust.
So you're about meeting people and telling them enough about you so that they start to develop trust.
You get that?
I feel like you get that link sometimes.
You know, when you meet someone and it's like you like you get me and I get you.
This is really awesome.
And it's like you kind of do even do the punch knocks.
Like, yeah, we're awesome.
Like cool.
Or maybe that's just me, but it's just like you get this excitement.
I know for myself, like when I meet a provider and they're talking about what they're doing, I literally do this thing and and it sounds really joking.
And I'm like, like if I'm standing or I'm sitting there, I'm like, oh, they're really cool.
Like I really love what they're doing.
And if I'm, if I'm a bit disengaged, it's kind of like, Oh yeah, like, and you have to, sometimes you have to fish for information.
And that's OK because they're not like, not everyone is a born talker to be able to talk about everything.
But I think it's like, but if you're the nervousness and the anxiousness about what they're doing and all that, sort of.
But if you're selling it at me or if you go, I'm gonna give you my elevator pitch.
I will.
My brain kind of switches off a little bit slightly, which I know sounds bad, but it's just because I don't want to be sold at.
I want you to tell me the love of what you do and and communicate with me.
Yeah, that's the meaningful part of the meeting people and seeing the business behind the person for sure.
So in your events, like where do you see the most success between providers say, because that's who we've got here today.
So what are some examples of some really great interactions and then how is that developed in your experience?
I actually have a couple, so I'll tell you
So one of I have a provider that 2, two professionals, they, they came to Connectfest and they repeatedly came to, to Connectfest, you know, in two different businesses.
And one of the businesses, the person was working at a business that it kind of just went a bit pear shaped, which that just happens in the industry sometimes.
And she wanted to leave, but she was a very sought out after kind of person.
And so many providers actually were like ringing this, this person going come and work for us, come and do this.
And she actually, there was a provider there that they've met through Connectfest that they just, they just clicked and it was just so perfect.
And they were able to, so when she did leave the other, you know, position, she was able to then go into a role that actually just made her so happy.
And it was just such a beautiful thing.
So that was really cool.
And then what I've seen with, and it's happened multiple times with providers that they call themselves.
So in Connectfest land, I guess we don't have groupies, We have crewpies, which is, I think it's cute.
I didn't come up with their name.
They did.
And I have a couple of providers who are like where you're #1 creepy Karen.
And I'm like, OK, yes, you are.
But they're bonds that they have made that they keep because they keep coming back to Connectfest.
And so their relationships are, they build it outside of course of, of Connectfest and they just keep building a building upon it.
And what I see from the relationships are being built is that, you know, providers are they, they become trusted.
And so then they're giving referrals to each other and they're supporting each other to, to know, OK, well, if I can, you know, if I need someone for this, I know who to talk to, you know, and everyone kind of has their little niches of what they do.
So it's really great because then they know, OK.
Like say, for instance, I have a friend who's, and who is, who attends Connect there.
So a lot of them in Queensland who's a support coordinator.
I know that I can reach out to her and tell her about all these amazing providers that are out there.
And she is what I really love about is that she'll send, she'll send an email back confirming like, Oh, great to meet you, love to connect with you, love to connect with you because she knows that I guess in some ways I don't like to use the word vetted because I feel like it sounds a bit weird, but I have vetted people in a way because in our community, I don't want providers that are all about the money and all about the, you know, the bad stuff.
So we want all the good people to be there.
And I want to, you know, I mean, providers have stood that I make a living.
So that's still very much for consideration.
But yes, I know what you're saying, not saying that like, but more in that sense of being like, that's the one you can totally like, Oh, for sure, make your money, guys.
I totally get that.
But not being like looking at someone that they're a hot commodity because they're not.

They are a person and just giving them that, you know, it's just that kind of people, people that we connect in with.
It really are like all about the people and wanting to support them at the end of the day.

Amazing.
So essentially networking events in your opinion are a chance to make professional buddies.
You find the people that you connect with, you follow up.
Outside of these events, do you have any techniques or ways that you go about like say you've identified that someone is you're gonna meet or you have met them at a particular event.

You didn't necessarily like connect on all of the levels like pub tests, maybe not quite there, but you still realise their value in your network.

Like how would you go about developing that relationship?
I would actually just go and do a one to one like coffee catch up or a Zoom.
I would try and try.
I would try my best to do a face to face because people on Zoom can, sometimes they can act, they might be distracted and other things like that.

But face to face you can see all the expressions and everything like that.
And I think it's about recognising as well, like every person who goes to a networking event, we're all got our own stresses and our own worries and our own insecurities.
So I remember I met a really good friend of mine years ago and he came to one of my events and he looked bored ******** like it was.
And I thought, Oh my God, he did not wanna be there.
Like it was no fist popping on that at all.
And he just looked so sad.
And I was like, God, what the hell?
I was like, what's his problem?
I'm like being joyful and trying to spread goodness.
And I had a one to one with him and I actually found out that he actually was a very nerd.
He like he, he hadn't gone to any network.
It wasn't safe space.
So it was really great to have that one to one.
And we actually, we've built such a great rapport and we've been friends for like, you know, four years.
And you know what we said before, it's kind of like, I guess professional buddies.
But I also look at people as being like, I guess not like we're not friends like as in.
Or some people turn in to become friends, like you'd go out and have a dinner and stuff and a drink with.
But sometimes it's like, I think it's about identifying where you guys can connect and build that relationship with.
And it could be, you know, I highly recommend people every time that you go to a networking event or do a one to one that with a provider is that you think about someone in your network that you can connect that person in with.
So if you flick them an email and say, Hey, it was so great to meet you at you know, I say connect fest.

I'm, I know someone in my network that would be really awesome and I'd love to connect, but also write a really cool paragraph about that provider, about what you, you know, if you gotta remember everything, go look at their website and you can find information and build that relationship.
It really is networking is not selling.
It's just about building and it's about talking and communicating and just regularly contacting each other, but not and also give information as well.
So if you have, then if you found out something about it could be something about something about accessibility and it could be like a new toilet or something that's in a new park and it's accessible and it's really cool.
And I know it sounds a bit silly, but we're in the India space.
So it's not silly, but just, you know, flick that information through and give that to the the provider.
Because I mean, that could be something that that could be utilised for that participant and really helping those kind of, you know, that kind of thing.
And it's just a real difference to that.
Yeah, it's just making that connection and you know, not don't take everything of face value because, as I said, some people just get they get that the nerves get away from them and they you know, there's multitude of reasons as to why that it could be their first ever networking event and they could be scared to bejeebers that they're having to talk to people.
And yes, what if no one lets me in the fold?
Like, you know, and I've seen that other other networking events, you know, there's like it's like the ring of circle.
No one will let you in.
Yes.
And it's like you just stand there like a little bit of a stepping out into the into the space.
Is that much harder?
Yeah, totally.
So, OK, so so you've, you've established that networking is gonna be one of your big key things for your business.
You're gonna get yourself out there.
What sort of like what sort of expectations should you have if you're just starting out in terms of like when we see returns on this happening for your business?

Like is it a immediate bang or is it like is it a lifestyle?
I think it depends on the person.

And I think as well, like you can't like, you know, like, say platforms like say for me for Connect First or we've got other things that are out there, they can't really control how you network.
So it's like the way that like we can create the platform and give you as much help.
And you know, for me as well, anyone at Connectfest that comes along and even if you reach out to me, pry hand, they're like, Oh my God, I need some help.
Karen, can you connect me with some people or just give me that like that wing woman kind of support?
I'm totally down.
I'm totally I'm I'm happy to help and connect people together.

I think with return of investment, it's like it's not a like it could be like you could meet someone there and you could get a referral instantly, but that doesn't always happen.
I think it's more about like the return of investment should be flipped on its head and think about, you have to think as a provider go, well, what did I actually gain out of that?
OK, so I went to an event and I met 30 people out of that 30 people.
Fifteen of those providers I really liked.
We have the same values.
I really like to catch up and I really like to, you know, build upon those relationships.
To me, that's a win.
It's like, I think when providers, if we, if you all just think it's like when people do like the humongous Expos, they're like, OK, well, I'm gonna get as a return investment, I'm gonna get all these referrals.
So they're gonna, everyone's gonna know me.
I'm just gonna get like inundated.
And then you hear like, and then you then it's like cricket.
So you get ghosted.
And it's not, it's not as big and like there's no fireworks and stuff as much as what it was.

I think it's about thinking about the value of the connections that you make because you never know where a connection can lead you and where that and where the work that you go into of building upon that relationship that you could see.
And it could be like six months later that you see the result of going, you know, I trust you, You trust me.

I have 10 participants.
That would be great for you.
Here you go.
Yeah, go, go.
Forgot what type of thing, But I think it's about learning that networking is about that building that trust and the return of investment may not be instantaneously.
But The thing is if you don't, it's it's like what I've met providers in the past and they've said, oh, you know, we've been in business for five years They've got they've got no social media, they've got no websites have not been out on any networking events whatsoever and I'm like, have you really known Yeah, like did you really exist or you just, you know, you say, and they could have really existed they just may not have been out in the scene.
But The thing is networking is about building your brand, which is your business.

And you can do that as a sole trader, as a smaller and medium or large provider, you can you are building your brand and you're showcasing about this is who I am.
This is why I do what I do this is what I'm good at Yep.
And you go out and, you know, if you do it that way, yeah.
And you be happy about it.
You get excited.
You go, this is what I do.
And you're like, you know, I've met providers before and they're like, hi, I do this.

And I really love it.
I'm like, cool, tell me more.
And you get excited and that's networking.
That's literally networking.
Yes, it's amazing.
All right, thank you, Karen.
Amazing insights for On the Ground from Connectfest.
I'm gonna switch gears to Sam and we'll talk a little bit of of strategy from a brand perspective.
Sam, let's take a look at some of the industry's big and small events.
Obviously, Karen's is one of them.
But before we get into it, I just wanted to introduce Sam to our audience.
Sam has been working in the disability sector for over three years now, specifically in the plan management space in business development and community engagement.
He now leads a national team whose primary focus is to develop relationships with their local communities for both participants and businesses within the NDIS.
He's been on the ground at a variety of Expos and B2B networking events and has been instrumental in getting the word out about NDSP.
Thanks for being here Sam.
No problem.
Hi everyone.
I'm sorry my hair is not as bright and colourful as Karen's, but but your shirt is.
So you're on brand.
It's great.
It's awesome actually.

We've got a, we've got a tonal thing going on today
It's great.

So Sam, following on from Karen's point about being the brand at these events, what factors do you consider when deciding whether to go to an event, either just attending as NDSP or exhibiting?
Because obviously exhibiting is something that NDSP does quite a bit.
And what are the benefits of both?

Yeah, I'll go through that.
Yeah.
So I'll speak on behalf of Expos first.
So the factors that I guess myself and my team would consider is the cost of the Expo, the location of the Expo, someone that's gotta be accessible for everyone given the sector that we're in.
Also, if we can get data on the number of attendees that have attended the past events or Expos, if you can get a hold of that, that will be beneficial as well.

And if you have an existing network of providers, always worth tapping into them, asking their feedback, whether they attended a past Expo or they even if they exhibited, just to get that crucial feedback before you do make a decision to pull the trigger on, you know, getting a getting a store organised at that particular event.
So just seeing if the people that you're already working with already get benefit from those sorts of events.

So similar sort of vibe situation.
Yeah, Yeah, that's right.
And then I guess using all of that, you can forecast as best as you can on what you feel the return on investment will be from that Expo.
And then echoing what Karen said as well, you're not you're likely you're not going to get a bunch of referrals straight away from exhibiting in an Expo, but it will give you crucial, I guess, leads if you're speaking to any families or participants who show interest in your services.

And also that's from a beta business to customer sense.
And then from a business to business sense.
You'll also meet all a variety of providers who will come through your stall to, you know, have a chat, whether it's a support coordinator, allied health, health professionals, other, you know, owners of businesses where you could potentially do business with and network together.

So I guess the benefit of exhibiting at these events is you get business to business conversation as well as conversation with participants, families, plan nominees, that sort of thing to really showcase what your business can do.
That's a bit about exhibiting.
If you wanted to attend a major event, you can typically attend most of them for free.
The benefit of this is you can walk around the Expo area, you can speak with all the exhibit exhibitors.

You're limited to only business to business conversations, however, but you can get a lot of new contacts in your network just by doing that to establish new relationships with.

Yeah, yeah, for sure.
So I mean, specifically from your perspective as a plant, like representing a plan manager, when you're talking to all of these other providers, like what benefit is that to you and to them?

Like what, what direct benefit do you find from having that those conversations?
Yeah, so benefit on the spot.

That's right.
Benefit benefit for ourselves is we get the opportunity to showcase, you know, what we do in the sector, how we're different.
We can explain how, you know, if you're if I'm not sure who's a director and who's a business development professional in this chat.

But if you're speaking to, if you're doing a bit of BD work, you can explain how your role specifically can make the make differences in the lives of a participant or a family and how you can be a direct point of contact to support with onboarding of a participant or anything like that.

So I guess it's showcasing yourself and how you can support as much as your business.
What was the other part of the question?
Sorry again.

Oh, no, it's the the benefits of having those B to B conversations because obviously everyone as a provider have very specific but you then you've nailed it in the sense of the the person and what their direct role is in that the chain of events that help to benefit participants.

So yeah, once you break it down to what everyone is there doing on a daily basis, that's and then and it comes down again to what Karen was talking about in terms of when people are on the same wavelength and identify that they have similar values.

It really just comes down to people having conversations and you happen to be representing a brand at the same time.
So it's great.
So how do you balance the need?
So representing NDSP, how do you balance the need to gain new clients or like that, that salesy mentality that you need to show on a balance sheet that you've got a certain level of return on events investment with being transparent about why you're there at these these events.
Like, do you ever get not pushed back, but like, do you get cynicism maybe from participants or providers in terms of like, oh, you're just trying to sell me or you're just trying to switch me over to NESP and I'm like, is that something that you come up against?
Yeah, for sure.
But I think you organically balance that by just being as genuine as possible.
Yeah, I'll repeat as well what Karen mentioned
Never walk up to providers and say, hey, how many clients can you give me?

That's probably the worst thing that you can do.
But if you can be genuine, explain how your business or your provider can offer value to clients or families and also the value which the provider, that or the, you know, business development professional that you're establishing a relationship with.

Just explain the value that can be had by working with yourself and the business that you're representing.

I think like I said, if you're genuine, if you're in the sector for the right reasons, if you're explaining exactly how you know your business or your provider is the best fit for the participant or family you're speaking to or for the other business to business professional that you're having a conversation with, I think you'll organically find a really nice balance.
What if you're not the best fit?
Like do you ever have situations where that's a like that's a reality?

Like have you ever had those conversations where you're like, I can see that this isn't necessarily like is, is that a conversation that you have had or would you have?
Or is it purely just sales, like like Nope, we'll look after you and then it's someone else's problem.

Would you refer on to other people?
Yeah, definitely.
So I've had lots of conversations with, you know, participants and families asking about our planet plan management services.
They've had questions like, hey, I'm in Melbourne, do you have an office in my suburb?
I say no, I don't, but there are smaller providers out there who might.

I've had other, you know, families ask, do I have a dedicated person giving 1 to one support that will come to my house and visit me?
I'll just be as honest as possible.
I think if you're honest and you'll explain we don't have this, but we have this instead.
The person can make a decision.
But yeah, just being as honest as possible that yeah, addresses that I think.
Yeah, absolutely.
What advice would you give to NDIS service providers that want to build their brand and their presence that at networking events and potentially maybe through sponsorships or essentially networking as a whole?

Like what, what would you direct them to do?
Yeah.
So again, similar answer to Karen, but I think put yourself out there as much as possible.
Speak with as many attendees or exhibitors as possible.
Get an understanding of their business and, you know, what they offer to participants in the sector.
You can explain what you can offer to participants and families.
You can find that common ground.
Not every conversation will be, you know, you'll get, I guess, a good relationship out of it.
But if you have as many conversations as possible, you go increase those those chances.
In terms of sponsorship, I think it's best to understand exactly what you're gonna get out of it as a business and then do a bit of a critique and then make a decision on what you feel the return of investment will be in completing that sponsorship.

My other advice is once you've had a conversation with someone at a face to face event or even I guess an online event, make sure that you get their details and make sure I always say, you know, for myself and my team, do a phone call first.
If you can do a phone call, then follow up with an email.
Cause yeah, some, some people are receptive to only email, some of the receptive to only calls.
I find if you do both, that increases the chances.

And if you can personalise the email to the individual you're sending it to.
Yeah, I'm speaking from my personal experience.
I'm not gonna vouch for everyone, but if I get an email of a blast that gets sent to 100 people, I'm very, very little chance to actually read it and digest it.

If it's an email, even just a couple of lines myself.
That's right, a couple of lines or, you know, explaining.
Thanks for the discussion we had looking to, you know, pick up where we left off the conversation.
I think that's more effective, but that's just my two cents.

Yeah, totally.
But it's more real because everyone's busy.

So 2 lines of genuine communication rather than a copy paste to hundreds actually shows that there's some intent there.
So for sure, I think as well, sorry, I just want to just say quickly with that, I agree with you, Sam.
It my biggest bugbear is that like saving on LinkedIn, you get hello, support coordinate.
I'm like, I'm not a support coordinator.

You've sent this massive message and it's like that connection of if you actually provide that, you know, doing a paragraph of that, you know, just of giving a bit more information, you'll get much more connection rather than just this is what I do and I'm so awesome.
You're like, that's nice.
Have fun with that.

Yeah.

All right, Sam, you when I sent you a whole bunch of industry events that we could potentially talk about, you broke them down for me.

No ChatGPT messages, Erin.

No, that's not, that's not a thing.

You broke it down into major Expos, B2B paid networking events and free B2B networking events.

So if we could just go go through the concept of major Expos, you've touched on it a little bit in the conversation that we've just had.

But can you describe to me and maybe list off a couple of the major Expos that you've been to and what kind of what the setup is to start with that maybe?

So some of the Expos that you've been to with NDSP or in previous roles that have been huge blow up events, like two days sort of things?

Yeah, definitely.
Look, there are a lot of Expos out.
I'm just going to name a couple for the sake of this, but there's an organisation called Impact Institute that runs Expos all around Australia.
It's not in every single city, but if you head to their website, and I'm sure that if I send you the links you can share with all the attendees, that'll be fine.
Another really good one, one of my favourite ones is called Source Kids.

They do, I think all the major cities throughout Australia, they hold 5 events a year.

That's a really fun Expo.
It's aimed at I guess, a younger demographic, participants and families, but of course it's open to all participants and that's a really good one to attend.

There's also another national one called Developing Australian Communities.
That's one that we've had some success at as well in terms of the, you know, desired target audience for us to speak to and everything.

There's also a variety of other Expos that are specific to certain states, even some that are specific to certain regions.
There's all sorts of regional Expos in places like North Queensland, like Cairns and Townsville and places like that.
So my best advice is use Google, Yahoo, whatever your search engine is, do a bit of a research to find those major Expos.
I'll move on to, are they mainly, sorry, are they mainly B to C as in like you'd be going so there'd be major exhibitors, so like bigger brands with stalls and participants and families would be going to get information and potential finding new providers that way.

Is that the general focus for the large ones?
Yeah.
So there's AI guess the business to Consumer Focus.
There's also a business to business focus.

So you will get a lot of families plan nominees, participants who are coming to learn what's out there in the sector to find what's the best fit to support their plans.

You also will get a lot of support coordinators, recovery coaches, local area coordinators that will attend.

And you know, you have, you have the opportunity to have a conversation with them and, you know, like I said, get their details, send a follow up after and see if you can kick off a brilliant relationship from there.

So yeah, you do get, you do get a mix.

It's hard to say what the split is.
I'd say typically it's 70% families participants, 30% businesses.
But it can be that that can change depending on.
Yeah, definitely.
It also depends on the day which the events held.
They're typically Friday and Saturday, most of those events that I mentioned.
So it depends on the day too.

Yeah, yes.
Awesome.
Have you ever So obviously NDSP is a bigger brand, so you have a lot of resources in terms to exhibit there.
So that's generally the focus.
Does NDSP ever or in your previous roles, have you ever just attended those events just to kind of get lay of the land and see what's what, what was happening with the event?
Yeah, certainly.

So you can't beat every single exponent event.

No, sorry.
You can be as many as possible, but you might not be able to, you know, get a stall at every single one.
Yeah, myself and my team in this role and pass roles have had a lot of success just walking around chatting to exhibitors.

So there is definitely a benefit in that.
And the biggest benefit is they're typically free to attend as well.

Yeah, right.
For sure.
So very little cost to entry there.
So that's definitely one of the the free conversations for sure.
That's right.

And moving on to the paid B to B events, there are, there's a few out there.
So Karen's spoken about the brilliant work she does with Connectfest.
Yeah.

So I'll leave that there.
But another I'll bring up two that it might.
You know, myself and my team have attended a bit.
There's a provider called One Community that runs events called Ready Set Connect.

What that is, it's like a speed dating setup.
So at the Ready Set Connects, you have a table.

It's typically aimed at providers and support coordinators.
There are a small percentage of families, participants that do attend sometimes, but they'll go around the room in a circle and you get 5, yeah, roughly 5 minutes to chat with every single provider.
You can pay a fee to arrange a table for that.
You can also attend for free to, you know, get your yourself and your business out there and chat with the other table hosts.

A very similar concept is one called Able plus.

That's pretty much what I explained just then, except it's more of a, you know, more of an Expo style where you're standing up.
But they still speak to every single provider in terms of it seems like an elevator pitch sort of situation as you like from.
So it is like a how do you distil personality and like personal connection into an elevator pitch sort of situation.
That would be part like good format, but kind of hard to yeah put forward like an authentic read of your business in 5 minutes.
Yeah, it can be especially.

Yeah, it's a starting.
So like I said before, that's one where you definitely, even if they don't have a business card, you must get their details, whether you're writing their pen and paper on your phone, on your computer.

Yeah, get their information, give them a call after, send a follow up.

Because they've spoken to about 30 other providers, they're likely not gonna remember absolutely everything that you've said to them about your business and your elevator pitch.

So, yeah, that's definitely, definitely do that.
That requires some investment of time after the event to make sure it yeah, syncs in for sure.
That's right.
And then in terms of there's also a lot of free networking events that are out there, Yeah, I'm not gonna mention any specifically because there's literally hundreds out there throughout Australia.

What I suggest everyone does is jump on Google, go on Eventbrite, look up, you know, NDIS, networking events, disability sector events.
You'll likely find something that's for free in wherever your business is based.
Another really good option is to use LinkedIn.

There's a lot of networking events I've seen advertised on LinkedIn.
So yeah, and try, try and get as many people in the sector on your LinkedIn network as possible 'cause likely a lot of them, if they're hosting an event or if they're attending, they'll share it and that will give give you more options that you'll come across.

There's also a lot of industry groups on social media sites like Facebook and even on Instagram and you know, platforms like that.
So, yeah, if you're trying just again, look up NDIS on Facebook, just be a bit creative.
What you're looking at, you'll likely come across quite a few.

And there's a lot of businesses and providers that host, you know, their networking events on that plat on those platforms too.

So I guess for your research is my advice.

Yeah, yeah, yeah.
So it doesn't necessarily have to be a huge expense to get into networking.
It's just a concerted effort to have a look around and see what's out there already.

Yeah, that's right.
You could do a business plan that doesn't actually cost you anything to attend a networking event.
You could go to all the Expos for free.

You could find all sorts of networking events in different States and local government areas that you can attend.
So you can actually do it for nothing apart from your time, maybe travel costs.
So yeah, it depends on what's best for each person's business plan, I guess, and what they're looking to achieve.

Yeah, awesome, amazing, great insights.
Well, I think I've got to the end of my questions there, unless there is anything else that you wanted to share.
Sam, My last point was Sam's tips for all of the local events, but you've given some great insights there.

Erin, have we got any questions from attendees at the moment if she's there, here?

Nope, she's there.
I am here.
Sorry, we don't actually have any questions in the chat, but I just had a couple myself actually.
First of all, Karen, I'd love to hear a little bit more about Connectfest.

Sam sort of talked about how it actually goes at the ready set connect and stuff, but I don't think we covered what it's like at a Connectfest event.
If you could just give us a quick, quick overview of that, that'd be amazing for sure.

So I guess with the the mini Expo slash information session, which is for providers and participants, that is like we have maybe 5 providers.

We do have like tables set up and things like that.

But I don't want the providers to be behind the the tables.

I kind of want it's just more for the merchandise that they can have on there.
In the beginning, we the each provider gets to talk like 5-10 minutes either, you know, talking about their services, but also talking about if we've had a question like say, for instance, it could be like, what else could I use with my funding for capacity building for a 7 year old?

Then they would be by content expert and then they would answer that question and give a bit more.

If we don't have a question that would be relatable to kind of that provider, we would just I would look at the scope of the people that were coming and then figure out what and, and talk to the provider as well and say, what do you think would be a great kind of just a kind of, I call it like a a thought nugget that they could give to the to share.

And then it's just like a lot of mixing and mingling within regards to just I kind of want everyone just to eat some food and just talk and just connect.

And we also give as well for the face to face ones because I do online events as well for this mini Expo is that we're giving away like a little food package.

So we've got a provider actually the Minto event that they're making cookies and they're going to give some cookies and then we've got chocolate and it's just like a little thing that we could give because I was like, I don't want to, I mean, I like pens, but like I didn't want to give just a pen away type of thing.

I wanted to give something more.
But then our provider provider events, they're very, I wanted to create something that was just, you know, we get to learn about.

So we've got a so each group of sponsors that come along, they get advertised before and after the event.
Also with the Mini Expo, you get advertised before and after as well.
They get to talk for about 5-10 minutes at the front just to kind of understand what they're all about.

We do kind of have, we're changing the style up a bit that we do have tables, but the way I'm doing it, it's called purposeful networking.

So a lot of the information about kind of their story of why they created the business of who they actually support.

So if they're, you know, when you talk to someone, if someone only like we only work with neuro divergent people, like cool.
Like I found my neuro divergent pick.
This is awesome.

I only work with people who say in Minto and Penrith, that's our area of who we connect with.OK, awesome.

We have it on a bit of paper.

So when the providers are, the attendees are going along and talking to all the providers and there's no time limit because I, I just don't, I can't, I don't like time limits cuz I talk a lot as you can tell.

And so I don't like being like Bing, you're it.
And I'm like, Oh no, I'm halfway through a conversation.

So I'm just kind of like, we're gonna let it kind of be.
And it's just it's all about purposeful networking.

So we have two kind of competitions.

It'll be like one will be OK, well, thinking about because we all do these networking events, but providers, not everyone is AI guess a board networker.
And my mind, and I'm sure Sam's mind is that we always thinking about who can we connect that person in with?

So every person I meet, I connect someone with someone.

And so it's about getting the providers to think that way.
But also as well, the other competition is that if you've got a participant, then you can potentially refer.
Now at the end of the day, it is up to that participant if they choose to take on that.

But like, let's get us thinking and let's get us like more active in our networking and getting more of that kind of thing.

So we do that.
We have a bit of morning tea and if we have time, we do the circle of connection, which is we all come back together and it's if anyone is needing support, we everyone kind of goes around the circle and says, hi, I'm from here.

This is what I need support with and this is how we can help each other.

So it really brings direct things that can contribute.
Yeah, it brings the bond back Better Together rather than it being like, because if someone else is struggling over over here and it could be like they just need a connection for, I don't know.
It could be like the justice, you know, system.
They just want to get connected in there, but they're just not having the the the hidden and broke wall had the opportunity to have that conversation in the current.

Yeah.

So it's yeah, the direct ask.Yeah.
It just gives people that that support and it's a very casual kind of environment.
As, as we can see, I have pink hair.

So definitely not the corporate galley, but that is that's what people love.

And you know, it just, yeah, it's like come as you are, you know, try not to upstage me though with your colours
I had a provider was like, I had to wear more colour than you.

I'm like, why?
It's funny.
Not a competition, guys, let's just wear your own colours.
It's really cool.
But it's just it's just about helping each other and and supporting each other and creating a community that is there for each other, essentially.
Fantastic.

We just had a question in the chat just asking about upcoming events and locations and stuff.

I should that's all on your website, Karen.
Yep.
And we so well this week.

I'm, I'm in Sydney, so I'm at, where am I going?

I'm going doing an event with Scope with Brain Trust and then Kingsgrove.

And then I will be doing the mini Expo which is in Minto.
And then on Friday we're at Horsley Park.
But all my dates and everything like that is through my website and you can just subscribe and I'll send you more information type of emails and stuff.

Yeah, amazing.
We'll pop the link in the email as well.

I just had another couple of questions for both of you because you've mentioned a couple of things very similar throughout this, which is well, what I took from it was a, it's really important to be a giver, like go into the situations where how can I help other people, not how can they help me.

But you did sort of both mention like you need to sort of get out there and just talk to people.
You mentioned a bit at the start caring about if people are a bit nervous about that, if they're maybe not so confident in these situations.

Do you have any just sort of very quick tips for how to get over those nerves in these situations?
You know, I'll put my hand up and say I'm one of those people.
If I, you know, you know, I'm the one on the edge of the circle trying to break in.

What's some quick tips for people that they can take to these events with them to get more out of it?

I think knowing if you can find out like who the person who is hosting the event, if possible, if you can go in and you know, go and talk to that person, pry ahead and even have a honest conversation.
Like I'm a bit, I'm a bit nervous, you know, type of thing.
Could you help me?
I think like if it was a big Expo or something like that, take a friend and go along together and then you'll soon the nerves will go away because, you know, your friend's talking about one thing and you go, let's just catch up for lunch, You know, like, OK, we're in an hour's time or two hours time because two hours just goes like that.
When you're an expert, you know, go around, talk to everyone and do that.
But also remember, you're not everyone gets those nerves.

Doesn't matter if you're seasoned veteran at doing this.
It's, you know, I've previously and I will share it.
I've, I remember at the start of the year, I cuz I, you know, had three months off.
I was like, OK, Karen, this is what you're gonna do.
And I would talk in front of Mira and I would like do my spiel.
I was curling my hair and I'm doing them like my talk of how I would talk to her, like talk to the crowd and my son's like, what are you doing, mum?
I'm just like, I'm just talking to myself.
I'm trying not to burn my hair, but it's a normal feeling to have that doesn't matter if someone can look.

And I think a lot of providers, they may put the world confident, but they could be the most nervous Nellies in the world with their.

Yeah.
Yeah.
I think it's just it's just a normal feeling.
But it's just like, if you feel that nervous, talk to another provider, say them, Hey, I'm going to the would you come with me?
You knw, let's connect together, Let's support.
And you might have someone who's a bit more of a, you know, more extroverted.
So they can be like, Erin, come and meet this person.
Yeah.
You have a wing woman, a wing man, you know, like you've got someone to be able to support you instead of it.
But it's it.

I think it's, it's, it's more detrimental if you don't go out.
It's actually like it's once you do it, you'll feel like the nerves will go away.

And once you keep repeatedly doing it, and especially if you, I think if you go back to the same, you know, if you go try different things, it will become, you'll meet this not similar people you, but you might see someone you met in another event.

And it's like, oh, hey, how you going?
You can have a conversation and just remember everything.
You actually realise that you're good at it?
Yeah.

Everything is just a conversation.
Yeah.
It's it's not a weed.
And don't look at people like they are like, oh, you're like a CEO, Like you're higher than me.

Like so high.
And I'm just like, we're just the same.

Everybody is the same.
Doesn't matter what you are and what you do.
We are all the same.
Yeah.
Amazing.
I had one other quick question that popped up when you were talking before Sam, so this might be interesting for other people.

So I'll just throw it to you in a practical sense.
Obviously at these Expos, you're meeting a whole lot of people.
Do you do anything to sort of keep track of who you've met and if you've contacted them, you know where they're located, what what to refer them for, that kind of thing?

Like how do you manage all of that?
Yeah, really good question.
So we have what we call an Expo lead collection form.
That's what we use typically for both, you know, businesses, support coordinators as well as families.

For businesses, it's a bit easier because they'll generally they should have a business card.
So we'll get that and you know, we'll stash it somewhere.

We make sure that we're gonna send a follow up for those that don't have a business card.
We've got a form that people can fill out just with their contact details, a few other notes, and on that you can leave notes on, you know, the conversation you had to prompt you because you might be having fifty conversations a day.
It's hard to remember every single one you had with every single person.
You could even just have something like a notepad or, you know, something just where you can keep the notes so when you revisit it to send your follow ups and make your phone calls, you've got something to prompt you to remind you of what the conversation was about.
Yeah.
There's a few different ways you can do it.
Yeah.
Yeah, totally.
Thanks, Ed.

Yeah, it's putting an effort into, yeah, making note of things and and what to do with it after.
That's amazing.
Thank you so much guys.
We've we've made it to the end of our the webinar but the conversation about networking and the actual networking doesn't have to end here.
Especially in regards to provider networking.
Not sure if attendees know but Kinora has an actual dedicated providers only channel within the community platform complete with state based networking threads for you to connect with other like minded providers to help you deliver better services.
You can also use the platform for any collaborations, ideas and troubleshooting of NDIS or general business issues and get peer LED input as in other people sharing their experiences as well as guidance from us, the Kinora coaches.
So that is there to continue these sorts of conversations.
Thank you all for coming today.
We'll send the email out to all of you that are here today and everyone that's registered with a link for the the replay of today's session and of course, any of the resources and links events that both Karen and Sam has spoken about today.
And of course, we'll post it in Kinora too for any discussion in there.
I'm Yvette.
That was Erin who came in the chat and we've been joined by Karen Lawrenson, AKA the Pink Haired lady and Sam Messines, national manager of community engagement for NDSP.
Have a great day guys.
Hope to see you in Kinora soon.
And thank you so much Karen and Sam for joining us.
Thank you.