Jacqueline Epifanie has built relationships across financial services, energy, aviation, and logistics technology. Along the way, she learned a lesson that still shapes how she approaches a room full of strangers: leave space for a real conversation.
On CLDA’s Final Mile Fridays, the Chief Marketing Officer at Dispatch Science shared an early-career experience when a carefully prepared introduction became too much of a pitch. Honest feedback prompted her to change her approach, and that awkward first meeting eventually developed into a valuable mentoring relationship.
Today, she brings that experience to helping others feel more comfortable, ask thoughtful questions, and build meaningful connections at business events.
Joining her was CLDA President Lorena Camargo, who offered her perspective as a carrier, business owner, and recent exhibitor. Epifanie describes herself as an extrovert; Camargo identifies as an introvert. Their conversation showed how different personalities can find their own ways to connect.
Whether you’re preparing for CLDA’s Final Mile Forum or another business gathering, their advice offers a practical place to start.
Start with curiosity
You don’t need a memorable elevator pitch to begin a worthwhile conversation. Often, the event itself gives you something to talk about.
Epifanie recommends questions that invite people to share their experiences:
- “What brought you to this event?”
- “Have you attended before?”
- “What session has stood out to you?”
- “What was your biggest takeaway from that discussion?”
These questions can lead naturally into industry challenges, business decisions, or ideas someone wants to explore.
Camargo shared a lesson she learned through improv: “It’s better to be interested than interesting.”
Listen to the answer before deciding what to say next. Ask a follow-up question. Share something relevant from your own experience. That gives both people room to participate without putting pressure on either person to deliver a polished introduction.
Make joining a conversation easier for everyone
Approaching a group that’s already talking can feel intimidating, even for someone who regularly attends conferences.
Epifanie looks for open body language and space in the circle. When the group appears receptive, she asks whether she can join. Once included, she listens before adding her perspective.
The people already in the group have a role, too. Camargo encouraged experienced attendees to leave room for newcomers, especially when catching up with longtime friends.
A small gesture can make a lasting difference. At her first CLDA event, Epifanie recalled how Mark Sanner took time to introduce her to people in his network. Those introductions helped her feel welcome and gave her a starting point for relationships she continued building afterward.
You can offer the same welcome by inviting someone to join your table, introducing them to another attendee, or briefly explaining the conversation they’ve just entered.
Find common ground beyond work
A business event brings people together professionally, but shared interests can make those connections more personal.
Camargo enjoys asking people what television shows they’re watching. She and Epifanie also recalled discovering a shared enthusiasm for soccer, which led to an extended conversation about the sport.
Travel, favorite shows, sports, and the city hosting the event can all provide common ground. Follow what interests both people rather than forcing every exchange back to business.
The same principle applies when explaining your company. Give someone enough information to understand what you do, then leave space for them to ask questions. You can always arrange another conversation if there’s more to explore.
Give yourself permission to contribute
For women attending events in male-dominated industries, walking into the room can bring an added sense of pressure.
Epifanie described learning to focus on curiosity, expertise, and useful insights rather than feeling she needed to establish all her credentials immediately. She also makes an effort to support other women and bring them into conversations.
Camargo recalled feeling intimidated at her early industry events before recognizing the value of her own knowledge and experience.
Their perspectives offer encouragement to anyone who feels out of place: you have something to contribute, even while you’re still getting comfortable. Ask a question, share an observation, or offer an experience that could help someone else.
Confidence can develop through those small interactions.
Make a few practical choices before the reception
Some networking challenges are surprisingly simple: a plate in one hand, a drink in the other, and someone approaching to introduce themselves.
Camargo suggested keeping what you’re carrying manageable and leaving a hand available for introductions. Epifanie sometimes chooses to network first and eat afterward.
Both also emphasized pacing yourself. Conference days can start early and end late. Make your own choices about alcohol, stay within your limits, and preserve enough energy to participate the next day.
For introverts, that may also mean taking breaks. Camargo explained that stepping away briefly helps her return with the energy to enjoy conversations with people she may see only once a year.
You can be engaged without being available every minute.
Give people your attention, then move on warmly
Checking your phone, glancing at watch notifications, or looking over someone’s shoulder can leave them feeling overlooked.
Epifanie encouraged attendees to be present and listen for understanding. Give the person in front of you your attention, even if the conversation is brief.
When it’s time to move on, a warm ending is enough:
“I’ve really enjoyed our conversation. Let’s stay in touch.”
You might mention that you’re heading to a session or planning to greet a few other people. There’s no need to spend an entire reception together to show that you valued meeting someone.
Epifanie connected these habits to respect: for the person’s time, the setting, and the relationship you’re building.
Include exhibitors in your networking plans
Camargo’s recent experience exhibiting reinforced how valuable booth conversations can be.
Exhibitors can help attendees explore resources, discuss operational challenges, and learn from their experience working with other businesses. Those conversations don’t require an immediate purchase decision.
Be open about what you’re interested in and what you’re still figuring out. A useful exchange may help you understand a problem differently or identify an option to revisit later.
If you’re attending with coworkers, consider spending part of the event separately, too. Epifanie makes a point of sitting with people she doesn’t know at meals, creating opportunities she might otherwise miss.
Follow up with something specific
A good conversation gives you a natural starting point for staying connected.
Epifanie typically sends a LinkedIn connection request within 24 to 48 hours, including a personalized note referencing the exchange. She continues building the relationship by engaging with relevant posts or sharing information related to the person’s interests.
Camargo often combines a LinkedIn connection with a follow-up email.
The exact timing can vary. What matters is helping the other person remember the conversation and giving them an easy way to continue it.
Be patient with responses. Attendees return to travel, full inboxes, and businesses that need their attention. A delayed reply doesn’t necessarily mean someone wasn’t interested in staying connected.
Put it into practice at Final Mile Forum
For people preparing to attend the Final Mile Forum for the first time, smaller gatherings can provide a comfortable starting point.
During the conversation, Epifanie highlighted the first-time attendee reception, sponsored by Dispatch Science, and the women’s brunch as opportunities to meet people and begin recognizing familiar faces.
Camargo encouraged attendees to use the event app to learn who’s attending and identify people they would like to meet.
Returning attendees can help by making introductions, opening up their groups, and inviting someone new to sit with them.
You don’t need to meet everyone or have the loudest voice in the room. As Epifanie put it, networking is about being “curious enough to start a conversation and then confident enough to stay in it.”
Make Your Next Connection at Final Mile Forum
Start with one introduction. Give the other person room to respond. See where the conversation takes you.
Put these tips into practice at CLDA’s Final Mile Forum. Meet fellow final mile professionals, exchange ideas, and build relationships you can continue long after the conference ends.
Coming for the first time? Start with one introduction. We look forward to meeting you.
Register Now for Final Mile Forum 2027
Watch the Full Conversation
Watch Don’t Know Anyone? Let’s Break the Ice on CLDA Final Mile Fridays for more personal stories and practical conference networking advice from Lorena Camargo and Jacqueline Epifanie.
