For Hannover Messe 2026 I wrote a 7,300-word forensic guide and tagged 227 decision-makers inside it. Not in the post, inside the article. Each person received a private notification rather than public noise.


The result says everything about how inbound actually works. Roughly 1% of tagged people ever ask to be removed. The other 99% engage or simply appreciate the recognition. Recent articles have passed 46,000 impressions, with zero ad spend, ever.


The lesson is simple: people respond to work that genuinely serves them. A tag attached to a useful, carefully researched piece is a compliment. A tag attached to a sales pitch is spam. The difference is the work.


This is the engine behind RichReaching, my method of content-triggered inbound prospecting. Forensic research on a defined ecosystem, a long-form article that serves that ecosystem, the right people tagged inside it. Readers self-select. The interested ones connect, comment and message. No pitch needed; the content does the positioning.


I built this method for my own business. It filled my inbox. Now I run it for clients.


The original guide is on LinkedIn: https://www.linkedin.com/pulse/hannover-messe-2026-ultimate-roadmap-richard-mort-aq6ye


Curious what this could do for your pipeline? Start at /services.