Hi GazDix.
I sympathise with what you're expressing and having worked at a company that went the conference and trade show route, I felt the same way at the time.
And it took a hell of a lot of persistence and years of apparently wasted expense, before it eventually paid off.
In many cases the opportunity tide turned on the established reputation of being a major "player" in the market and getting to know and be known by the other significant entity's and their key personal.
It's the old "not what you know but who" that often opens doors to partnerships and opportunities that don't otherwise get advertised and much of it is done on a nod and a handshake, amongst known, and more significantly, trusted colleagues.
I could never keep up with him, but my boss who drove this strategy would spend each night of the trade shows out drinking and carousing with his contemporaries until they eventually became pals. Pals who do deals with each other.
It's also a good place to meet new players who sometimes have access to innovative or cheaper options that can be exploited.
It's still cut throat business, but eventually just showing up and being seen amongst the big boys starts to lend one some gravitas.
Of course you still need a compelling and competitive offering but waiting around to be discovered can take significantly longer, and faster growth is achieved through perceived presence in the market.
After initially being sceptical, then seeing it play out over time, I came away a believer.
So much in business comes down to "who" you know, and "who" knows you.
It was actually what first drew me to Sean.
His contacts. But, like I said, it takes time.
And longer than many of us wagered for, I think.
Although also still think that given they are now pushing for the redomicile, they must be close to a significant breakthrough.
I certainly bloody hope so.