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One Week to Go: Are You Ready for the Fall IDN Summit Reverse Expo?

Whether you’re behind the booth or waiting in line, success comes from making the most of those short, in-person moments. Even if you won’t be at the 2025 Fall IDN Summit, these strategies apply anywhere you need to convey your message quickly and clearly.

A Quick Refresher

At the Reverse Expo, IDNs (aka customers or providers) host booths while suppliers and GPOs line up for face-to-face conversations. Details about participating IDNs can be found on the IDN Summit website through the Reverse Expo Guide. The Reverse Expo Guide lists participating IDNs, but this article isn’t about selling—it’s about how to use your limited time wisely.

For Suppliers

You’ve heard the tips before, but here’s a fresh perspective based on my years behind the booth:

• Keep it short. Aim for three minutes max. If you lose their attention in the first 30–60 seconds, you won’t get it back.
• Start strong. A warm, personal greeting makes you memorable.
• Follow the Platinum Rule. Do unto others as they want done which is very different from the Golden Rule where you do unto others as you want done.
• Give a snapshot. The person you meet may not be the decision-maker—but they can connect you to one. Leave them with a clear, simple takeaway that they can share with others.
• Think “elevator speech.” Who you are, what you do, and why it matters—fast.
• Clarify your intent. Are you nurturing a relationship, disrupting the status quo, or offering something brand new?

For IDNs

When I led Supply Chain at M Health Fairview, I learned to approach the Reverse Expo with curiosity:

• Stay open. Even brief conversations can spark ideas that support your goals.
• Guide the dialogue. If a supplier strays off track, redirect. Make it two-way.
• Don’t be shy. If the conversation is going too long, politely let them know.
• Coach in real time. Many suppliers welcome feedback on what resonates (and what doesn’t).
• Think long-term. You may not need the solution today, but tomorrow could be different.
• Look for insight. Every interaction has something to teach you.

Beyond the IDN Summit

The Reverse Expo is unique, but the lesson is universal: be ready with your message. Whether it’s a hallway chat with an executive, a quick question for a physician, or a fresh idea from a teammate—every moment counts.

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