ServiceExhibitor Recruitment
Build the exhibitor market before the sales wave.
We help exhibition teams identify relevant European companies, understand why a particular show fits them, and develop those relationships across the sales cycle and between editions.
01The commercial question
Why this company, for this show, at this moment?
Exhibition work is an established part of LND’s approach. The qualification lens includes the show’s audience, proposition, category needs and timing — alongside the company’s own commercial priorities.
The show’s proposition
Define the audience, format, edition and commercial value an exhibitor would be considering.
The company’s relevance
Research its products, customers, markets and the reasons this audience could matter.
The current context
Consider existing participation, previous conversations, sales timing and evidence still needed before an approach.
02What you receive
A reviewed company case for your sales team.
The market map identifies the target universe. Each prioritised company then receives a Pursuit Case connecting its situation to your specific event.
Show-specific market map
European companies organised around relevant product categories, markets and participation goals.
Qualification framework
The criteria and exclusions agreed for this show and edition.
Pursuit Cases
Why the company fits, what supports the case and what remains unknown.
Company and contact context
Relevant entities, roles and previous relationship information supplied by your team.
Seller preparation
A credible conversation angle and a recommended next step for reviewed companies.
Feedback and decisions
A record of accepted, returned or deferred companies that improves subsequent research.
03As the relationship develops
The relationship continues between editions.
An event has a date; a company relationship can last much longer. An ongoing programme helps the team use that wider context.
Carry the context forward
Retain participation history, previous objections, expressed interests and commitments when planning the next edition.
Revisit the reason to engage
Review whether a product launch, new market or change in the show’s audience creates a relevant new conversation.
Respect the company’s timing
Prepare useful follow-through when there is a reason to act, and preserve an agreed pause when there is not.
04Working together
Research and sales, in one rhythm.
LND brings the intelligence
Builds and reviews the company cases, investigates gaps and refreshes the evidence behind priority accounts.
Your team owns the relationship
The show’s sales team decides how to engage, owns the exhibitor relationship and reports what is learned.
We review what changes
Checks company relevance, seller usefulness and progress toward the show’s commercial objectives, with participation outcomes tracked separately.
Start with a Market & Company Map. Continue through a Market Development Programme when the task needs sustained work. We agree the active companies, research depth, responsibilities and review rhythm before the engagement begins.
06Next step
Which companies should be part of your next edition?
Tell us about the show, its target audience, the European markets you want to develop and the relationships already in progress.