Working remotely in consulting presents an interesting paradox. We build relationships with clients through video calls and email exchanges. We collaborate on complex projects and achieve real results. But there’s something fundamentally different about meeting someone face-to-face.

The concentrated networking opportunities at a conference like NACAS create a different kind of connection. As I’m getting deeper into my consulting career in higher education, I’m realizing these relationships become more valuable over time. Meeting clients in person transforms working relationships into genuine partnerships.

When Email Becomes Conversation

I’d been corresponding with a main point of contact,  project architect through email. We had planned to meet at the conference, but I actually ended up meeting him earlier than expected during one of the sessions. We walked together to the main event, and suddenly we weren’t just exchanging project details, we were having real conversations about what they were looking for, their challenges, their vision.

Here’s what struck me: I’ve never had that experience before starting a project. Getting that face-to-face time before we even officially began gave both of us something valuable. For him, he got to know me and Envision Strategies before committing fully to the relationship. For me, I gained insights that no email could have conveyed.

The Unexpected Learning Moments

The conference sessions offered different types of value. Both of my colleagues – Rob White and Sojo Alex – were hosting sessions. Sojo’s panel session featured four different people from four different campuses discussing meal plans and campus dining challenges. Rob’s session took a completely different approach, diving deep into a specific project. The contrast demonstrated how knowledge sharing happens at different scales.

But my favorite unexpected moment? A session presented by Chris Abayasinghe from Northeastern that had nothing to do with dining at all. It focused on campus mail delivery. I showed up to support a client and thought, “This isn’t what we work with.” But there’s so much depth to each aspect of a college campus. Even mail delivery becomes fascinating when you consider the logistics of Amazon and endless deliveries requiring sophisticated organization systems. I didn’t think mail could be so interesting. The lesson? Understanding the full ecosystem makes you better at your specific role within it.

The Booth Experience: Where Real Conversations Happen

The booth experience was honestly my favorite part of the conference. Seeing someone whose face you’ve only seen as a tiny video thumbnail creates these moments of recognition. “Oh, you’re actually a person!” It sounds silly, but that human connection matters.

The interview sessions we conducted at the booth created something special. We interviewed the project architect contact, deepening that connection even further. But we also spoke with people I’d never worked with, learning about their programs and challenges. I’ve never done anything like that before: conducting newsroom-style interviews, creating content in real time, building buzz around genuine conversations.

What impressed me most was how willing people were to share their knowledge. Industry professionals openly discussed their experiences, both good and bad. These weren’t sales pitches or carefully crafted presentations. They were authentic exchanges focused on elevating everyone’s understanding.

At the core of it, people like talking about what they deal with all day. In foodservice especially, there’s so much complexity in daily production. When you meet other professionals facing similar challenges, there’s common ground. You’re dealing with the same base-level issues: staffing, equipment breaking down, budget constraints. But when you dig deeper, you discover how each campus has its own unique complications, its own political dynamics, its own specific challenges.

What I’m Taking With Me

Conferences are only valuable if you implement what you learn. Here’s what I’m putting into motion:

Getting business cards for the January conference. This seems small, but it’s essential. Even in this digital age, people seem to be asking for business cards again. I won’t make the same mistake twice. 

Proactive pre-conference outreach. Before my next conference, I’m reviewing the attendee list and reaching out to clients and industry partners ahead of time. Scheduling coffee meetings or booth visits ensures I maximize those face-to-face opportunities.

Applying the relationship-first approach to projects. I learned the value of building rapport before diving into deliverables. I’m looking for more opportunities to establish personal connections early in project lifecycles.

Seeking diverse industry perspectives. That mail delivery session reminded me that understanding adjacent operational areas makes me better at dining services consulting. I’m committing to attending at least one session outside my direct specialty at every conference.

Maintaining post-conference momentum. The relationships I built don’t end when the conference does. I’m following up with the people I met, staying engaged with their challenges, and looking for ways to add value even when there’s no immediate project connection.

The Long View

As I reflect on my first NACAS experience, I’m already thinking about the next one. Next year’s C3X Conference and Expo is on my radar. These events aren’t expenses, they’re investments in relationships that define your career in this industry.

For someone early in their consulting career, the relationships I built in those few days will shape my work for years to come. Because ultimately, consulting isn’t about deliverables and presentations. It’s about understanding people, building trust, and creating partnerships that last. That’s how you build clients for life. And that’s exactly what NACAS helps you do.

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About the Author:
Brendan Evje is a consultant with Envision Strategies, specializing in higher education dining program assessment, strategic planning, and facilities development. This reflection captures his first-time experience at the NACAS national conference.