We serve 2-3 clients from every Marcus Evans Summit for their staffing needs

“Every meeting at the Summit was beneficial as all the decision-makers we met owned or represented multiple communities. We have two to three client agreements per Summit. It allowed us to market at a different level than what we do on our own,” said Jennifer Syphers, Chief Sales Officer, Prime Time Healthcare, a solution provider at two Marcus Evans LTC & Senior Living CXO Summits. 

What business opportunities did the Summit bring to your organization?

The Summit connected us with long-term care facility decision-makers, and helped us build relationships with communities we were trying to do business with. Although we do market heavily every single day, we do not always connect with the right person as we market at a different level. In some cases, we knew the executives who worked under those that Marcus Evans introduced us to. 

Connecting with the right decision-maker, or someone who can put us in touch with them, is more likely to lead to a partnership.

Did you gain any good leads or new business?

Every lead was a good lead. We ended up partnering through four to six organizations, around two to three new clients per Summit. Everyone we met was part of a system, and most people owned a whole network of communities. The delegates represented systems rather than stand-alone facilities, allowing us to serve more communities under their management if they needed assistance. One of the contacts from the event helped us have additional meetings with a regional contact, who was responsible for 20 facilities. 

If you had reached out to these decision-makers directly, would they have given you the same chance to work together?

It is difficult to say. Sometimes it is a numbers game calling. It can be difficult to reach those decision-makers on the phone. I feel you can develop a better relationship if you meet the person face-to-face. When you have a set amount of scheduled time together, and do not feel that you are hounding them down to find the perfect time to speak. When people are in their work space, they are busy. The Summit allowed us to have direct, uninterrupted conversations. We had their undivided attention for 30 minutes. 

It can be very difficult to access decision-makers you do not know. They tend to have a gatekeeper who does not allow those calls to come through.

What do you think of the one-on-one meeting format for meeting potential new clients?

I enjoy the face-to-face format. They are really valuable. It is nice to have personalized time where you can explain yourself a little bit better. At a trade show or conference, you cannot really have long conversations because there are so many people around.

How would you compare the Summit with other industry events?

The Summit is more intimate and serious compared to a conference or trade show. You can meet leads at many events, but I feel you miss a lot of opportunities at conferences or trade shows because you are less likely to have an opportunity to talk to the executives. The one-on-one meetings at the Summit are planned in advance.

Find out more about the upcoming LTC & Senior Living CXO Summit.