Our clients from Marcus Evans Summits will generate substantial return on our investment

“We secured four new clients representing nine hospitals from our meetings at three Marcus Evans Summits. The contracts with these hospitals will produce significant savings for our insurance company clients, thereby helping reduce insurance premiums, and will increase income for these facilities as well as generate a very good income stream for us. We have had a very good experience,” said Rob Thurner, Executive Vice President, USA Senior Care Network, a solution provider at the Marcus Evans Healthcare CFO, Financial Strategy & Revenue Cycle Summit and the Healthcare CEO & Executive Strategy Summit.

What was the outcome of your one-on-one meetings at the Marcus Evans Summits?

We secured agreements with four different entities that represent nine hospitals. Several other leads have also spun off those nine hospitals, and we are in the middle of developing additional relationships. There is one health system in Pennsylvania which would be a significant opportunity for us, and we believe we will secure a contract with them. We met them at our first Marcus Evans Summit.

We attended this year’s Summit a few weeks ago. We had 13 scheduled meetings with hospital systems and hospitals that had chosen to meet with us. They are all great leads and represent many hospitals. We also had that many informal meetings over meals and social events. At our previous Summits, those informal meetings turned out to be very productive and significant, in terms of producing contracts for us.

Is it difficult to access decision-makers in this industry? If you hadn’t attended the Summits, could you have met those individuals anyway?

It is possible that we could have met a few of them. It would have taken us much more time to secure meetings with CFOs, and VPs of Finance and Revenue Cycle if we cold call or have no relationship with them at all. So Marcus Evans Summits significantly speed up that process for us. After all, it is a situation where they have chosen to meet with us. They have seen our profiles and selected to meet us one-on-one.

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

We have attended some conferences organized by associations of C-suite finance executives, but they did not arrange one-on-one meetings. It was a hit-and-miss whether we ended up meeting the executives we wanted to, let alone had time to discuss business.

Compared to that, the Summits have a rich, robust format with scheduled one-on-one meetings. It is a different situation altogether, a much more intimate gathering of healthcare executives. It is much easier for us to capitalize on potential relationships at the Summits versus at other industry events. At the Summits, you know you are going to be meeting with key decision-makers.

The format is very efficient and effective. We get 30 minutes to make our business case and answer questions. That is long enough to say what we need to say to secure a second meeting. This format has been a great opportunity for us to fine-tune how we promote our organization.

Any final comments?

With the support of our leadership, we intend to continue participating at future Marcus Evans Summits. Our account manager has become a friend, not just our point of contact. Marcus Evans staff is very professional, organized and accommodating. They always make sure we get what we need out of our attendance.

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