Marcus Evans Summits provide more business opportunities than other industry events

“Our first Marcus Evans Aerospace & Defense Manufacturing & R&D Summit as a solution provider led to a handful of projects. They have generated around USD 100,000 so far. A few can become million dollar customers pretty easily. We attended our second Summit recently and may get a few more deals from that,” said Tammy Marion, President, Marion Manufacturing, a solution provider at Marcus Evans Aerospace & Defense Manufacturing & R&D Summits.

Were you trying to reach those organizations prior to the Summit?

Yes, we had been. I believe that without Marcus Evans we would not have gained access to those decision-makers. We probably would not be doing business with them now.

By being a solution provider, delegates see your investment and dedication to providing products and services to them. It works better than other methods to access people.

What is the likelihood of these turning into larger projects?

Yes, I think they will turn into larger work. In the aerospace and defense industry, there is so much regulation that companies have to vet new suppliers thoroughly. It takes time to gain confidence and demonstrate capabilities. Around three companies can become million dollar customers pretty easily, but it will take two to three years to get to that point.

How does attending a Marcus Evans Summit compare with your usual sales or business development activities?

The Summit makes it is easier to make that initial contact. It can be really difficult to get your foot in the door when you have never worked with the company before. It is difficult to find the right person just by making cold calls or sending emails. The Summit gives us access to the appropriate decision-maker inside the organization.

How efficient is the one-on-one meeting format?

The meetings are long enough for us to share some information and start a discussion, without boring them with any details. It is a pretty good system.

How would you compare the Marcus Evans Summits to other industry events?

The Summits provide us with more business opportunities, as we do not have to compete with 30 other suppliers in the same place, with similar capabilities, competing for the same type of work.

The Summits give us a better chance. They are more focused and one-on-one meetings are scheduled, so we do not have to fight for someone’s attention.

Find out more about the next Aerospace & Defense Summit