A Scientist’s Guide to MedTech Networking

“My goal,” confided a pain management resident after the neurotech event above, “was to network. But I only met you.”

Far from a dis, this note was grateful, with an underlying wistful commentary on how the skillset we are taught in science differs from the MedTech Industry writ large. Networking implies old chums, coworkers and customers blowing off steam and seeking profitable new business alliances. Ironically, biz-adjacent physicians and scientists may need coaching to play, hence What I’ve Learned About Networking from a decade of attending such schmooze-fests.

Why Networking? Business is all about relationships grown from transactional interactions. Networking is a treasure hunt to find people who fit in the Venn diagram of mutual contacts or context, aligned industry goals, and hangout potential.

This doesn’t mean you will become besties, but people invest with CEOs they like, investors go in on companies with other investors they like, companies work with opinion leaders they like, and scientists collaborate with scientists they like. Usually meeting this “desirable-interaction-potential” threshold can be accomplished just by listening and not being annoying.

What if my barrier is shame or terror? The feeling of not belonging is a barrier to anyone. A few years ago I met a now-dear friend at a Bio networking event. ?She was a PhD student, her first paper was in Nature, but she was standing on the sideline. In addition to not having been taught how to network, she wasn’t sure why anyone there would want to talk to her. Shift your perspective. Through the networking lens, connections are power cards in a game: if you’re there, you’re probably a unique power card for someone. People collect connections, and then trade introductions as favors. They meet you, a few months later someone they need help from is looking for PhDs, they offer to connect you two. You may be a future employee, you may be a future employer, who knows? Think about WHO would benefit from knowing what you know, and use that inner value to get you out of your head and on to networking.

If that's too hard, go with a friend in the same situation. If you’re competitive, see who can get three connections first. If you’re collaborative, go together and be HealthTech wingmen and brag about each other

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Networking Basics: The industry has been white and male-dominated for a long time. Thus, not only does like seek like, but the aggressive goals logically cause the high-dollar players to hedge their bets. This means spending networking time on the phenotype of the contacts most likely to pay off: other white males.? Particularly for people of color, shy people, or women who are sub-Vogue, the mainstream networking maelstrom won’t seek you out, even if you’re exactly who they need to meet.

Hence, look the part. We joke when exhibit at medical conferences that every specialty has a uniform: orthopedists wear dark business suits, dermatologists are exquisitely groomed, made up and shod, and emergency doctors wear Patagonia vests and hiking boots. At my first JPM, I struck up a conversation with a man at the buffet, in front of a plate of shrimp as large as a neonate’s arm. “Come here often?” I cheekily inquired. ?“As a matter of fact, this is my 27th,” he responded. The advice he offered was, “Everyone here is either looking for money or investing.” “Ah, you must be investing,” I observed. “Why do you say that?” I responded, “Because you’re wearing a tie with duckies on it.”? Unless you’re a mogul or a young male genius CEO in jeans, the HealthTech conference baseline is to dress like an orthopedist. If you’re a female young CEO, whether a genius or not, you still need to dress like a dermatologist for people to initiate conversations. But you can always graciously start them yourself, thusly….

The Mechanics of Networking: To optimize your networking success, have an idea of who you would like to meet and why, or what aspect of the industry you want to learn more about, and why the people who are there would want to meet you. For entrepreneurs, this means have your two-sentence elevator pitch ready. For a physician, “I work with XX patients and want to know what solutions are in the pipeline,” is fine.

In any given scene, whether exhibit hall or reception, there are numerous conversations clumped around the room. In normal social situations it’s rude to intrude, but at a networking event it’s expected. The steps are to create a space for introductions, establish context, assess goal alignment, and potentially exchange contact information, all while maintaining that desirable-interaction-potential threshold.

1: Space for Introductions:? Walking up and saying “Hi, I’m Dr. Awkard” is rough. Before names are exchanged, make a space for introductions with a joke or question. Entry-level networking is easiest one-on-one in lines for drinks. People are often not engaged in conversations, and what else do they have to do? Suggested topics are tipping etiquette at a given event, proximity of food to drinks, or layout of daily events compared to reception. “I always pick the slowest line at TSA/the grocery too.” “I haven’t been to many receptions, do they always have/not have XX?”

When everyone around you is already in conversation, that’s an opportunity to earn your “intermediate-level networking” badge. Find three or more people chatting easily, meaning they aren’t hunched toward each other speaking quietly or intensely, and there’s space to stand next to someone (ish), not behind them. Stand adjacent to the group for one or two sentences, or one or two people talking, then make an opening gambit. “Is it ok to butt in? I’m so fascinated by XX.” “Hey, am I eavesdropping, or can I hear more about YY?” or even “Can I join in, because after all day of listening to ZZ this is exactly the speed of conversation I’m ready for.”

People will in general be really open to this, because they are here to network too, and you’ve just elevated yourself to a sufficient player level that they should also want to now complete the next steps of networking. Rarely you’ll misjudge, and they are actually needing to talk just to each other, which is cool too. “Oh, so sorry – we need to touch base on a presentation tomorrow” isn’t personal.

2. Establish Context: When they accept your request to join in, they may do name introductions, but may not if there’s a storytelling rhythm going. Listen to a few people, then jump in with your context. “Oh, that’s interesting. I’m a XXX, from our perspective those interactions look different.” If no one invites you to tell more, you can keep the conversation going and establish the industries of the group – “Are you all with QQ company?” “Are you all device manufacturers?” ?which also serves the goal of figuring out if they’re the kind of person you were hoping to learn more from.

3. Goal Alignment: People enjoy having their expertise acknowledged. As a new networker in a space, you’ll learn a lot from people in roles you didn’t know existed. Rather than ask for details, you can glean more with a genuine, “I’m really interested in your perspective. What has changed since you started?"? They talk about themselves, you have successfully networked.

If no one fits your goals, it’s fine to say, “Whoa! I have to admit, that is about 4 degrees of separation from where I am.? I'm hoping to meet one of the science officers of [YY], so I hope you won’t mind, but do you know if any of them are nearby?” They may direct you, usher you over, or you can exit gracefully.

4. Contact information is the very last thing, often before one or the other of you bid adieu. “Hey, if you don’t mind, would it be possible to contact you if I have questions/opportunities/new information?” The industry is in flux between digital and old-fashioned cards. If it’s someone from SE Asia, cards are an extension of yourself, so you both offer and take the card with two hands, and don’t write on it (while they can see). The cool kids have their LinkedIn QR code at the ready (as a screenshot, for example), and people show interest by seeing who else you know in common.

Networking Triage: Networking is a cross between speed dating and a party. When you get started, 1 in 4 interactions will perhaps will end awkwardly, and you just live with that. Perhaps 1 in 10 are just downright rude. Body language shuts you out, your gambit is ignored, or worse as a woman you’re looked up and down, don’t measure up on whatever scale they use, and THEN they continue what they were saying. I don’t have a great answer here – if I had eyebrow powers, I’d arch one and say “Oh, REALLY? Carry on,” and turn on my heel. But there are. They’re lame, and they’ll ultimately lose while for you there are always more Power Cards you can collect.

When you’re new, it’s highly unlikely that people will seek you out, so gird yourself with utter indifference to rejection, find a buddy if you need to, know what you want to end the evening learning, and give it a go!