How to network as an independent game publisher at a con

An independent publisher rarely needs a convention to prove that games exist. The harder work is finding designers, artists, licensors and distribution partners who understand the publisher’s vision. The 2018 High Level Games Convention at Atlantic City’s Showboat Hotel is a useful example: tabletop players, live-action role-players, creators and vendors occupied the same event, so a useful conversation could begin beside a demo table and continue among panels, workshops and immersive activities.

Treating networking as a series of prepared conversations makes the experience easier to manage. Set a small number of outcomes, identify people who can help achieve them, and leave enough time for genuine discussion. This approach suits Australian publishers working across Melbourne, Sydney, Brisbane and other regional markets, where trust, clear terms and realistic follow-up often matter more than a large pile of contacts.

Set focused networking goals

Begin with outcomes rather than a target for badges exchanged. A publisher might want three creative pitches, two licensing leads and one distribution conversation. Separate these goals into a short list of named people or organisations, then decide what each meeting should accomplish. This keeps the event focused and prevents promising every interested creator a publishing deal on the spot.

Research the people you hope to meet by looking at recent games, professional roles and public announcements. The event schedule helps you avoid scheduling conflicts and identify panels, workshops and social sessions where conversation is natural. A useful pre-event message asks for a short meeting, names one shared interest and offers several possible times.

Prepare a 30-second explanation of your publishing model, including the kinds of games you support, the rights you can acquire and the help you provide. Avoid opening with company history or a slide deck. Bring a small number of business cards, a QR code linking to a concise catalogue and a device with enough battery and storage for notes.

Prepare contacts before you arrive

Start before arrival by sending a brief note to potential collaborators. Tell them what you are working on, why their experience is relevant and how long you would like to meet. A shared deadline or a specific creative challenge produces better responses than a generic request to “pick up where we left off.”

Australia’s convention circuit provides useful touchpoints for maintaining relationships outside international events. The scene has included Freeplay in Melbourne, GX Australia in Sydney and PAX Australia in Melbourne. Dates and formats change, so treat them as opportunities to meet familiar faces, test new pitches and discover local demand rather than fixed destinations.

Long-haul travel adds another Australian reality to the plan: time-zone differences can consume valuable convention time. Protect sleep before important meetings, identify two or three windows for calls with Australian partners and state your home time zone in every invitation. This avoids turning a promising introduction into a mistimed or exhausted conversation.

Read the room and venue

Venues influence how people network. At High Level Games Convention, the Showboat Hotel brought exhibitors, role-players, game designers and attendees into a compact environment filled with overlapping activity. Atlantic City’s gaming history shows why the destination has become a meaningful setting for conventions, with entertainment districts and nearby attractions complementing the event itself.

Read the floor plan and identify quieter corridors, break areas and places where an exhibitor can talk without obstructing the hall. Schedule a break after each major meeting so conversations do not merge into a continuous sales pitch. Panels and workshops can provide introductions, while demos and escape-room experiences reveal how a creator thinks through cooperation, rules and player experience.

Tabletop culture also gives Australian attendees a practical social custom: badge swapping can help players form groups for a session. Ask before photographing people, entering role-play spaces or sharing contact details, and check how a creator wants their name and credits displayed. Friendly conversation works well when personal boundaries remain clear.

Pitch clearly and listen closely

Keep your core pitch simple. Explain what you publish, what stage each project has reached and what outcome you are seeking from the meeting. An experienced designer may need to hear about editorial fit, rights, production support and audience reach. Another may only need to know whether you can help a prototype reach its next playable milestone.

Conversation improves when you ask what the creator wants from publishing. Some prioritise ownership and royalties, while others want marketing support, a production team or access to crowdfunding. A strong publisher adapts the proposal to those priorities instead of reciting a fixed list of services. If the fit is weak, offering a referral can still build a durable relationship.

Inclusive convention culture deserves particular care. Do not assume a tabletop RPG, LARP or art project must become a commercial product before it has value. Ask how the creator envisions participation, whether the design accommodates different accessibility needs and what kind of collaboration would preserve their creative control. Commercial interest should complement the project, not flatten its identity.

Build partnerships that fit Australia

Plan Australian follow-up around how games actually reach players there. Quote in Australian dollars, state whether GST applies and distinguish consumer pricing from wholesale or royalty terms. Melbourne and Sydney contain established design communities, publishers and distributors, while Brisbane, Adelaide and Canberra can offer distinct regional audiences and retail networks worth discussing with local partners.

Match each promising conversation to a practical partnership: distribution, licensing, crowdfunding, co-marketing, localisation or a development agreement. Agree on what each side will provide before promising results. If you plan to show physical samples or export promotional merchandise, check current Australian customs requirements and allow for duties, delays and storage before committing to an activity.

Keep records focused on information you have permission to retain. Record the project, the person’s role, the agreed action and the promised date, then separate active opportunities from casual conversations. Avoid photographing badge lists or transferring contact details to a mailing list without consent. A small, accurate pipeline is more useful than hundreds of notes that nobody can qualify later.

Follow up with a useful next step

Send follow-up messages while the event remains fresh. Within a day or two, refer to one detail from the conversation, confirm what you both decided and attach only the material that was discussed. A short message saying “Good to meet you, here is the prototype and the proposed review window” is more effective than a generic thank-you followed weeks later by a sales brochure.

Maintain a simple pipeline with tags for genre, development stage, partnership type and next action. Schedule follow-ups in Australian time, note each contact’s preferred communication method and include an opt-out where appropriate. Review the pipeline after the convention to decide which relationships need a call, which require a proposal and which should remain informal contacts.

Before leaving the venue, book a 20-minute follow-up call for the next Australian weekday and include the confirmed time, video link and single agreed action in the invitation.