Securing Three New Clients Through Meaningful Introductions

A Marcus Evans Success Story

“We successfully retained three new clients from Marcus Evans events. Two are very significant to our business,” said Michael Kabat, Managing Partner, Kabat Chapman & Ozmer LLP.

The Marcus Evans process was integral to our success in gaining these clients,” added Nathan Chapman, Partner.

What new business opportunities did Marcus Evans present you with?

Kabat: We were introduced to several potential clients at every Summit. Those connections have so far led to three successful outcomes. We secured substantial work from two companies and additional work from a third client. Having a face-to-face meeting with decision-makers at each company was very valuable.

Were these companies already on your radar?

Chapman: No. We really like the Marcus Evans summits because they give us exposure to
companies we don't run across in our normal practice.

Do you think you would have gained their business if you had cold called or emailed them?

Kabat: We do not engage in cold calling. Even if we had known about these companies, getting a face-to-face meeting would have been a challenge. We usually rely on referrals or personal connections.

Chapman: It's unlikely that we would have secured these clients on our own. The Marcus Evans process was integral to our success.

Did you find the 30-minute one-on-one meeting format an efficient way to meet new potential clients?

Chapman: Yes. You start off the meeting knowing that there is at least some mutual interest between the two parties. That s a very good starting point.

Did you prepare for your meetings? How?

Kabat: We reviewed the information that was provided to us and did some of our own research into
the companies and individuals we would be meeting with.

Did your account manager help you make the most of your experience and meetings?

Kabat: He did a great job!

Chapman: Yes. He stays on top of everything, is a good communicator and very responsive.

Any final comments?

Chapman: We have been pleased with the overall process; that's why we keep coming back.

Kabat: Our experience has been very positive.