Liz Moench shares insights into the mutual benefit of Marcus Evans Event participation; how attendees benefit from niche consultants and in turn, how consultants benefit from dialogue and information exchange with executives from life science companies across the spectrum of therapeutic areas.

1. Quality of the attendees, and whether they
have a genuine interest to learn from us and
welcome the opportunity to fully engage in
the discussion about their needs and
potential solutions.
If the meetings are attended by those looking
just to fill time is a waste of time, compared
to those with a genuine interest. Secondly, if
we fail to follow-up on the contacts we make
the investment is lost.
Listen. Understand the needs of the executive
sitting in front of you. Make an assessment
with very strategic questions and then
narrowly focus the information you provide
to meet their interests and needs. Hold their
attention and show what value you offer.
Prepare for the meetings. Read the profiles of
the companies, have very good notes so that
you are already up the learning curve on the
company and their studies. It’s important not
to waste time asking background questions.
Over the 24-year history of our company,
most of our business has been based on
word of mouth. As a niche company focused
on clinical trial efficiencies in patient
recruitment and retention, the
Summit provides an opportunity for
us to step out of the word of mouth model
and put ourselves out there as a company
that can make a difference. We found the
event useful for making others aware of our
rich heritage and proven track record,
identifying small-mid companies and giving
us direct access to their decision-makers.
pre-qualifies the people who
need our services.
Were we prepared enough for each company
we were going to meet? Had we done our
homework? Could we hone our complex
messages into a 15-min conversation? After a
few one-on-one meetings, we got into a
rhythm, and refined our listening and
questioning skills. We focused on the most
important elements rather than our whole
story.
A few were already our clients, but we had
been working with other divisions of the
group, so it opened the door to new faces
within the same company where we already
had great relations. Large companies tend to
operate in silos, so connecting with different
teams was useful. It was also reassuring to
them that our companies were already doing
business together.
The team has a very good
insight into the needs of each attendee, and
suggests who we should meet, matching
them to our interests.
____________________________________
C O N T A C T :
Sarin Kouyoumdjian-Gurunlian
Press Manager, Summits Division
marcus evans
Tel: + 357 22 849 313
Email: contactus@marcusevansuk.com
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