It could have taken us years to arrange the meetings Marcus Evans scheduled for us

“We are actively doing business with five organizations we met through Marcus Evans. They have invested around USD 1 million into our services,” said Bill Munn, SVP, Business Development, RevClaims, LLC, a solution provider at Marcus Evans Healthcare CFO, Financial Strategy & Revenue Cycle Summit.

What business opportunities has the Healthcare CFO, Financial Strategy & Revenue Cycle Summit brought your way?

We have been introduced to many prospective clients and are doing business with five companies. They are multi-year contracts and the total revenue so far has been around USD 1 million. Most of the companies were not on our radar before.

The Summit has been a very fertile ground for networking, not just with potential clients but also with vendors in this space. We have also been exposed to very distinguished speakers and thought-leaders, which has been beneficial from an educational standpoint.

Would they have given you the same chance if you had approached them directly?

It is unlikely that they would have been interested, just after an email or phone call.

A couple of the organizations are very large. They are in acquisition mode, buying up other systems, so the accounts actually doubled in size since our first meeting. We probably would not have gained them if we had not gone in early as we did or had the introduction that we had. We were not prospecting in their geographical area, so for us it was an entry into a new market.

In this industry, how difficult is it to access your target audience?

It is quite difficult, as many of them do not attend events due to time constraints. There is nothing like meeting someone face-to-face and having 30 minutes of uninterrupted time together. That can take us a couple of years to arrange on our own, versus having it set up for us by marcus evans. The Summit speeds up our sales cycle.

How would you compare the Healthcare CFO, Financial Strategy & Revenue Cycle Summit with other industry events?

It is nice to have Marcus Evans as an avenue to meet executives that we otherwise would not, as the other events have a different target audience. Marcus Evans has an advantage over other events. It is easier for us to talk business in this setting, where we get 30 minutes with each company. That gives us enough time to get to know each other, make a personal connection and determine if there is potential for doing business. We do not get that at any other event.

Our relationship with our account manager has also been important. He is always attentive, responsive, and part of the reason why we keep coming back. He understands what is important for us and our target audience, and that helps us make the event a success.

Find out more about the upcoming Healthcare CFO, Financial Strategy & Revenue Cycle Summit.