Tim Glover, partner of Superior Office Solutions, was already in discussions with a facilities manager based in Murrieta, CA, working to earn her confidence and secure a long-term relationship. While the conversations were positive, Tim knew that having the right internal advocate could make all the difference in moving the relationship forward.
At a NY Alliance meeting, fellow member Marc Shapses introduced Tim to Saul Levine, a Vice President who attended as a guest. Saul immediately understood the opportunity and offered to help. He reached out directly to Tim’s contact, Jaime, vouching for Tim and his company. Jaime already knew Saul and had great respect for him, and that single email proved decisive.
The Results
The result was immediate. The client moved forward not only in New York, but across all of their locations nationwide, expanding the relationship to approximately 20 units across the country.
The initial hardware contract was approximately $120,000, with ongoing annual service of about $10,000 and an additional $50,000 in hardware upgrades each year.
This experience perfectly illustrates the power of the room: one trusted introduction and a single referral email helped turn a promising conversation into a national account.