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Exile at MIPIM

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Exile supergroup

We’re sure your MIPIM schedules will be neatly colour-coded into your online/outlook/paper-based diaries. But there are two more events you need to jot down.

On Thursday 17 March, WSP Parsons Brinckerhoff and HLM will perform as a brand new super group to bring two evenings of live music to this year’s MIPIM and raise money for LandAid.

Their name, Exile, is in reference to the Rolling Stones ‘Exile on Main Street’, recorded close to Cannes in 1971; the six man group is led by Chris Liddle on guitar and Bill Price on bass.

The two frontmen have a long history of music, both in London and within the industry. Bill Price, a Director at WSP Parsons Brinckerhoff, regularly plays London venues; he was also the creator of the ‘Construction Rocks’ brand, now in its ninth year and scheduled to take place at Scala in October.

Chris Liddle, Chairman of HLM, is a well-regarded industry guitarist who has played in a variety of bands in and around London for many years. He is also one of the regular judges for Construction Rocks and a former winner of the competition.

The fist gig on Wednesday 16 March is an acoustic set at Morrisons Irish pub – until late. The second gig will be a full line up at the St Patrick’s Day Street Party at Ma Nolans, 6 Rue Buttura next Thursday, 5pm till 8pm. The aim is for both events to add to the energy of MIPIM and raise money for LandAid.

The band formed especially for MIPIM to bring live music to network-weary delegates and to take advantage of a targeted audience and raise as much money as they can for the industry’s leading charity.

The full band comprises: Bill Price, Chris Liddle, Faye Liddle (lead and backing vocals), Michelle Dawson (lead and backing vocals), Jon Walter (guitar) and Chris Shoubridge (drums). The band will perform a range of songs from traditional rock to pop, blues and disco.

Chris Liddle said: “Our industry is well known for its love of good music – and that’s what we aim to give them with Exile. We’re a group of people who enjoy what we do and we want to share it with MIPIM as well as raise money for LandAid, which should be recognised and supported for the great work it does.”

Wrist bands for the events are available on the night and can be obtained with a modest donation to LandAid. You can also request a wrist band by emailing: sandra.deamer@wspgroup.com or julia.hilton@hlmarchitects.com.

What to pack for MIPIM

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what to pack for MIPIM

Whether you’re a light packer that can manage with just a carry-on, or you’re the type that takes full advantage of the 20kg baggage allowance, there are some essentials that we recommend you take.

We’ve written about what to wear to MIPIM in a previous post, so including your business dress and several pairs of sensible shoes, there are a few other things to get into your suitcase.

Business Essentials

Business cards are an obvious one but remember to put some in your hand luggage as well as in your suitcase, as you’ll need them for networking on your journey down. Keep all of the business cards that you’ve been given together in a business card box or a plastic wallet so you have the contact details of those you’ve met to hand when you need to follow up.

We’ve mentioned marketing material before, ideally this will be electronic either on your laptop or tablet, or you’ll have shipped it over prior to your arrival, but again if you do have a couple of one-page promotional leaflets, keep a couple in your hand luggage just in case.

A documents wallet and notepad are good to bring for meetings, you don’t want to be stuffing pieces of paper into your handbag or pockets for them to get lost and you’ll need to write down the key points you have discussed.

Bring chargers for all of your devices with European plug adaptors. A portable charger that can be kept in your bag or pocket is really handy to give your phone some juice on the go throughout the day.

Sunny Cannes

Sunglasses are a MIPIM must-have both for the sun and to hide bleary eyes. While it’s likely to be overcast and cold in the UK, in the Cote d’Azur, temperatures regularly exceed 15 degrees in March and can even push into the early twenties on a good day if we’re lucky. This means sun cream is a good idea too, especially for brunch on the beach or al fresco drinks in the afternoon. That being said, as we’ve mentioned before it can get cold in the evenings so prepare for this too.

Medicine Cabinet

Alka Seltzer, multivitamins, Berocca, Remegel and plasters always make it into the Holistic apartment. With the lack of sleep, being on the go at events and meetings all day every day and some fun evenings out, you’re likely to not be taking the greatest care of yourself. So we recommend some damage control throughout MIPIM so your return to work is more manageable.

Stay hydrated

Carry a bottle of water around with you. You’re likely to be standing for the majority of networking events so it’s good to stay hydrated.

What to wear to MIPIM

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Suits for MIPIM

A question we are frequently asked is what should I wear to MIPIM? So, to address your sartorial queries, we’ve put together a few answers to help you plan your wardrobe.

The MIPIM dress code is business as usual. Professional attire ensures that you are ready for whoever you might be networking or meeting with and gives the right impression to potential prospects. MIPIM hosts some of the most powerful and influential leaders in real estate so you’ll want to bear this in mind.

But at the same time, MIPIM has also been referred to as the ‘undertakers conference’ due to the sheer number of dark suits so colour – in a stylish way – could be a good place to start when planning your wardrobe for the week. Gents – open collars are fine during the day, with ties for formal dinners. Ladies – take smart outfits including two or three jackets that you can switch between throughout the week.

Outfits that can be worn from day to night are a good idea as you’re unlikely to have time to change between events. On that note, it can also get cold quickly in the evenings, so take light, portable layers with you during the day that you can coat check or put in your bag. A smart mac or jumper that can be worn in the mornings and evenings is a good bet.

Running at MIPIM

For the adventurous types bring trainers and your gym kit. The beachfront is ideal for an early morning jog along the Croisette to start your day. Or if you prefer running in a group, contact Andrew Link who organises @RunMipim. Alternatively LandAid are running their second tennis tournament in association with BNP Paribas Real Estate on the Wednesday, where you can enter the doubles round robin tournament or sit back and watch the competitors (no exercise required).

You’ve probably been told already to wear comfortable shoes – but really do take this advice and make sure the pairs you bring are worn-in and not brand new. Your feet will thank you as you’ll be standing for most networking events and they’re a must for getting quickly from A to B. It’s also a good idea to take several different pairs and change once a day if you can – it’s inevitable that your feet will ache but a change is as good as a rest!

Networking at MIPIM

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Guest Post: Derry Long from MBS Survey Software Ltd

Derry Long MIPIM guest post

Long time MIPIM attendee Derry Long, the organiser of the MIPIM Yes Oui Cannes Party gives us his views and suggestions for maximising your time in Cannes:

For many, MIPIM is all about networking. Getting to meet as many people as possible in such a short space of time is quite a knack and a skill.

My best advice is do not fill up your diary with back-to-back meetings. You won’t have time to bump into an old friend or client, who may be with someone you have never met before, but is on the search for a service that you can provide. Just imagine that person could be your next biggest client. Make time!

Make notes about the meeting whether it’s on your phone or on the back of the business card. You are going to meet lots of people. Add some alcohol and tiredness, and you may just forget who that person was the next day or on the following Monday (back to normal civilisation). I always make a note of when and where I met the individual, add a couple of keywords and add one of the following letters H/W/C (Hot/Warm/Cold).

A question I am usually asked is how long should I allow for meetings? Unless this meeting is so important, I would allow a maximum of 20 mins – enough time for one drink. Although Cannes is a small place, you will be up and down the Croisette, in and out of the Palais and so will your clients, so it is often helpful to consider this when you arrange where to meet. Do not expect the client to come to you though; you should always go to the client. You will also need time to get from one place to another, whether it is to meet someone, go to an event or attend a meal. You don’t want to be seen running down the Croisette – it’s not the best look!

Don’t forget to follow up when you get home. Following up is professional courtesy. And while the client may not need your services now, they could a few months down the line.

With my hot contacts, I make the point of giving them a call around the first Tuesday after MIPIM. Forget the first Monday, you and everyone else will be in catch-up mode with emails, colleagues and clients. The purpose of that call is to get the follow up meeting in the diary which is unlikely to be the something people are ready to arrange on the Monday.

With my warm clients, it would be a follow up email, providing further information about your company, its services, and getting a follow up meeting scheduled, within a few weeks. No rush.

For the cold contacts: it was a pleasure to meet you, this is what we do, these are my contact details, let’s keep in touch etc, etc.

Never underestimate the cold contact, because they can refer you to a colleague who may well be looking for a service that you offer.

Remember MIPIM is concentrated networking from the minute you arrive at the airport or train station heading down to Cannes. The majority of people on board the plane/train will be heading to MIPIM soon so don’t be frightened to enquire if they are going and start the conversation there and then.

In the meantime, the seventh annual MIPIM Yes Oui Cannes Party this Wednesday 24th February has reached full capacity but we do have a waiting list for anyone who wishes to apply. Please contact derry@surveymbs.com to be added. I’m looking forward to seeing you all there!

Northern Exposure

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Guest Post: Lucy Lomas

Lucy Lomas guest post

Around a third of this year’s registered UK delegates are from outside London. The Northern Powerhouse project is attracting international interest, Birmingham has risen above London in the list of top European cities for property investors, and last year a quarter of all investor finance went to firms outside the capital. It’s worth stepping into the bunker to explore what’s happening in the rest of the UK and find out what all the fuss is about. You never know what you might discover (or who you might meet).

Regional delegations from Manchester, Liverpool, Birmingham, Leeds, Edinburgh and more will be banging the drum for their cities. Developers and architects will be showcasing their projects and local figures will be sharing what makes their city great. Our cities are ambitious, energetic and growing fast.

Take a look at the stand events programmes as they’re published and make time to visit.  Here are some of the best bits to look out for:

  • The City Investment Forum – Northern Powerhouses conference session co-organised by Leeds, Liverpool, Manchester, Newcastle and Sheffield
  • The Leeds transport-led regeneration breakfast on Thursday where they will unveil plans for the biggest regeneration site in Western Europe!
  • The Manchester stand is good for loitering, networking and some interesting presentations and debates (as well as people watching)
  • If you’re at a loose end before your pre-dinner cocktail event, the Newcastle stand is hosting an open drinks event (with table football) every day at 5pm

The not-in-London property and development communities will be out in force, and remember – they’re friendlier up north.

A bit about Lucy:

With over 15 years’ experience of marketing professional services companies in the property and development market, Lucy has seen it all. Now working independently, she is helping a select portfolio of clients make sensible marketing investment decisions to help them grow their business.

Lucy attended her first MIPIM way back in 2001 and it has been part of her calendar ever since, either from a distance or on the ground, in good years and lean ones.

www.lucylomas.net

https://www.linkedin.com/in/lomaslucy

 @lomaslucy

Tips from a MIPIM old timer

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Guest post: Sophie Eastwood from HolisticSophie Eastwood, Holistic

Holistic has never missed a MIPIM! Done well and with the right planning, I believe it’s one of the best networking events in the industry with leading international players and professionals from across the sector coming together to do business.

Every year, there are conference themes that respond to the challenges the property industry is facing and the opportunities they create. The great and the good showcase their innovations and solutions in the exhibition hall and pavilions, and numerous events discuss the key issues and how to address them.

Having attended MIPIM for a few years, I’ve had the pleasure of spending time with industry friends and colleagues, developed new relationships, found new clients and picked up a great deal of knowledge along the way. I’ve even done karaoke!

I’ve also learnt valuable lessons in how to make the most of the event, a few of which I want to share with you here:

  • An easy one first. Ask people you know already if they are going to MIPIM; they might be hosting an event that you can attend. They also might have contacts that would be helpful for you to meet, and vice versa.
  • Try to take some time to look at the delegate list and identify who you’d like to meet that you don’t know already. Don’t be afraid to contact them to see if they’ll spare 15 minutes. If cold contact isn’t for you, a consultant like us will do it for you.
  • When walking along Le Croisette, allow extra time for bumping into people – you’re likely to stop and chat to acquaintances old and new at least several times on the 2km stretch.
  • Everyone flocks to the London Stand for its main events – it’s good concentrated networking with a UK audience and an efficient use of time!
  • If you’re at a loss for something to do, head to Caffe Roma where lots of Brits hang out or Le Crillion, where you’ll also find lots of people from the UK. For a more international audience, head to the main hotels like the Carlton, Martinez or Majestic.
  • Prepare for the fact that there’s little time to do large chunks of work at MIPIM. Do what you can in advance. It would be a shame to spend the event in your apartment or hotel room, given the significant investment you have made. If everyone you deal with is also at MIPIM, that helps!
  • And remember to sleep! Realistically you probably won’t get much but get what you can – you’ll feel better for it. I find it’s useful to set yourself a curfew, certainly for the first couple of nights, and stick to it.

Overall, MIPIM is a fantastic learning experience, a chance to catch up with many people you know in a short space of time and an opportunity to forge relationships that can lead to new work. I hope my small suggestions help and I’m looking forward to seeing you all there very soon!

Advice for a MIPIM first timer

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MIPIM2

Your first time at MIPIM can be a bit daunting: with over 20,000 keen property professionals and hundreds of events going on, how can you quickly orientate yourself, get involved and get something out of it?

Many delegates have also been gathering in Cannes for some time, ourselves included, so here are some of the tips we’ve picked up over the years – some of which might be useful to even the most experienced attendees as well.

Personal elevator pitch

It is good to know in advance what you want to say about yourself when you meet new people. Keep it to 30 seconds or less, focus on what might be interesting to others and remember that it’s a personal introduction not a sales pitch.

You’ll introduce yourself and what you do many times at MIPIM and likewise other delegates will have met plenty of other people, so it needs to be fresh and ideally memorable. Not least to make sure you’re happy to deliver it again and again each day.

Also touch base with your company’s marketing and comms team – there may be particular information or messages that would be useful to share (and brownie points for doing so).

Set targets

Making sure there’s time to go with the flow is important but structure is important tool. Setting yourself achievable goals such as meeting three new contacts from a target sector a day, for example, is a good way to keep focus. And while sticking with people you know is a useful early strategy, most people at MIPIM are really receptive to meeting new contacts so if stepping up to someone new doesn’t already come naturally, force yourself. You’ll soon think nothing of it.

Scheduling

Have a look at the MIPIM programme in advance and plan the sessions you would like to attend. When you get to Cannes it is easy to get swept away and attend events that others are going to. Looking at the schedule with your goals in mind now will help you to pick out events that you can profit from and will also give you the opportunity to meet new people.

A few practical tips

  • Order your delegate pass now by post so that there’s one less thing to worry about when you arrive. Alternatively, if you run out of time you can also pick it up on your way through the airport to free up time when you get to Cannes itself, as the queues at the Palais can be enormous.
  • Be prepared to get stuck in the moment you arrive, or even before on the plane or train down. It’s a good idea to take lots of business cards (about 250-300), and keep some in your hand luggage.
  • The bus is an easy way to get to town from the airport and you’re more likely to make new contacts than in a taxi.
  • If in doubt head to Café Roma or the London, Manchester or other regional stand.
  • Look out for other posts coming up – what to wear and what to pack in particular.

And whether MIPIM excites or terrifies you, we hope these tips help to give you a head start before you touch down.

 

News from the London Stand at MIPIM

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Guest Post: Niki Kernohan from Pipers

London Stand at MIPIM

With MIPIM now only six weeks away, I’m sure thoughts are turning towards MIPIM and how to plan your time down there. One place not to miss is the London Stand at MIPIM!

We have over 350 companies registered through us this year and over 1,000 delegates so if you want to see what’s going on in the London market and meet those who are working on those projects, this is the place to do that.

MIPIM London Stand Pavillion

We have ample networking space on our fantastic beachfront terrace and this year we have launched new bookable meeting tables on the front terrace. These are both reserved for London Club members so if you’re not a member, please contact one of the team at news@londonatmipim.com.

MIPIM London Stand panel session

Our extensive talks programme, organised by the NLA, kicks off on Tuesday 15th with a great session in association with Bilfinger GVA – the Changing Face of London – looking back over Boris’s term as Mayor and what he’s achieved, followed shortly after by a look at what London wants from a new Mayor in association with CPA & WPA. The programme also looks at key areas under development and hot topics such as Crossrail 2, the Housing and Planning Bill, Build to Rent and PRS. Click on the link here to download the full programme and keep checking the website for a full updated list including speakers – www.londonatmipim.com.

We hope you have a successful MIPIM and look forward to seeing you there!

Preparing for your MIPIM meetings

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MIPIM meetings

You’ve booked your flights, bought your delegate pass and started thinking about marketing materials, but now is also a good time to get ahead and prepare for meetings, so that you can have as much time as possible on the ground in Cannes.

Getting started
Regular readers will already know that the delegate list is available for download to those who have registered online. Now is a good time, (if you haven’t already) to use this list to identify who you would like to meet and make contact with. The benefit of MIPIM is that people go with the expectation of networking, so don’t hold back from approaching people who are attending – many are more open to meetings here than back at home. It is also worth bearing in mind that not everyone will be available to meet you, so do adopt a fairly broad, but still targeted, approach.

Business meetings in Cannes differ to those back home: people are more relaxed and are primarily there for this purpose. Despite this, everyone has less time than they would normally, so meeting for a brief coffee as an initial introduction with the suggestion of meeting back in the UK is worthwhile and can bring greater results.

Tailor your pitch
It’s important to carefully plan your approach to individual meetings and make sure they are tailored specifically to the people you will meet. Consider a summary about you and your business and then, for example, a one-page PDF for each of your sectors or services so your materials will be easy to modify to suit the person you’re going to meet – and won’t require them to take away a heavy brochure (see last week’s marketing materials post).

When preparing content, think about what you can bring to the conversation that is different and sets you apart from everyone else. You need to capture and retain people’s attention when meeting them, so think about the end result – how could the meeting be mutually beneficial to both parties and what can you do that no one else does? Remember that they are also there to meet business objectives so treat meetings as a discussion about work that you’ve both done or how you can find future synergies.

Business cards stack

Take a new networking approach

For the purpose of MIPIM, consider getting photo business cards. Over a four day period, you’re going to meet a lot of people, so a business card with a professional headshot can be a useful way of making yourself more memorable to the people you meet.

Otherwise, write down a short note on the person’s business card, or on your phone if it’s easier. When you’re sorting through your collection of business cards at a later date, these notes will be a useful ‘memory jog’ and prove a nice touch when you follow up. Everyone likes to be remembered and there may be a few points that you discussed that could be worth looking up.

Once you’ve got the meetings secured and organised, you’ll have freed up a lot of time in the immediate run up to MIPIM and have your diary slots maximised while you’re there.

 

What marketing materials should you take to MIPIM?

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MIPIM at Palais des Festivals Cannes

If, like many companies, marketing materials are at the top of your MIPIM priority list, or even if you’ve already started to get something prepared, we’ve put together several considerations, from concepts right through to logistics, to ensure that the marketing box is ticked.

Hard copies

A brochure or flyer introducing your company and the services you offer is a simple, straightforward way of disseminating information about your company. Make sure that someone creative has had input to ensure that it meets your brand guidelines and looks good, and that the layout and content are accessible and easy to follow.

Most importantly, make it stand out! Yours will not be the only brochure that the recipient will receive and you will not be the only person on their meetings agenda for that day. Anything that you hand out should have a clear purpose, underpin the impression you want to make and support with what you are saying. The time and cost that is invested should be justified by what you achieve from doing it.

And remember that people don’t want to carry around large, heavy brochures. Ideally, make sure it fits into a jacket pocket.

Tech

Given that the baggage allowance isn’t the most forgiving on EasyJet flights, you might want to consider using electronic material such as PowerPoints and PDFs. You can store as many of these as you like on a laptop or, more portable still, an iPad, opening them with Keynote or Adobe. These can then be tailored depending on whom you are meeting and aren’t reliant on the venue having Wi-Fi.

Adobe Slate is handy if you have some strong images alongside short and simple messages to create a visual aid, which can then be expanded on further through discussion.

Consider creating a digital portfolio of projects you have worked on with high-quality photographs. Projects are great talking points and demonstrate what your business can deliver.

The Google My Business app is great if you already have a Google Business account with plenty of reviews, since third party endorsement is key to evidencing the standard of your services.

Likewise, Mention is a useful app if you want to show what other people are saying about your business on social media or online. It shows that people are talking about you and that your company is being recognised for the work that it is doing. One thing to bear in mind is that this is a paid-for app, but you do get a 14-day trial to test the waters.

Last but not least, remember to also use social media as a marketing and social tool for MIPIM. We’ll touch on this further in a later post.

Tips for Marketing at MIPIM

Giveaways

Many of us have swathes of branded pens, USBs, and lanyards stored away in our desk drawers from numerous conferences that we have attended over the years, but the companies that gave us these things often do not stick in our minds. This can be because they haven’t made a link between the object and their company messaging.

So get creative. Think about what you are saying through what you are giving. And think small or useful. Giveaways will be put in pockets and carried around, then, if they don’t get lost along the Croisette, they will have to pass the aforementioned EasyJet baggage allowance test.

A few logistical points

If you are considering getting brochures printed, make sure you account for the graphic design process, print turnaround times, delivery and shipping to Cannes. The cut off point for shipping is in about a month.

If you do ship marketing material, bear in mind that business cards can take up valuable space and weight in your suitcase too. We find it easier to ship ours prior to flying.

Whatever you decide to do, bear in mind the purpose, the message you want to convey and the value you want to get from anything you produce. That will certainly point you in the right direction.