Episode 8: Service-First Networking at OTC

Daniel Radabaugh and Derek Boyd recap their week after OTC, explaining how their business model and internal operating system let Daniel focus on networking while Derek supports operations and research from behind the scenes. They discuss the cost and ROI pressure of big conferences and why preparation (reviewing attendee lists) and building relationships—not pitching—creates better long-term outcomes. They share examples of meaningful connections, nonprofit involvement (including Dive Pirates, Project 2 Fourteen, and the PTSD Foundation of America), and how service-first engagement leads to unexpected opportunities and referrals. They also note industry shifts at OTC toward tech and innovation (including automated submarine tech) and argue that sales, BD, and operations must adapt. The episode emphasizes knowing your strengths, partnering strategically, being genuine, and serving others as the most sustainable path to success. 00:00 Episode 8: Service-First Networking at OTC 02:22 Justifying the Cost of Big Events 02:46 Preparation & Evaluating the Attendee List 03:47 Relationship-First Sales Approach 07:26 Breaking Into Sales & Warming Up Leads 12:08 Playing to Your Strengths as a Team 16:44 Industry Shifts: Tech at OTC 22:43 Service-First Mindset 30:11 Community, Nonprofits & Being Genuine 31:38 Closing Thoughts & Call to Action