October in the London Insurance Market signals the start of the awards season.

Black tie and evening dress are the style guides for these dinners.

At one event, I was placed next to an executive of an insurer who I was keen to meet and potentially win over as a client.  Little did he know I have a secret weapon.

After the main course, and our first round of port, I decided to help my table guest understand what I do.

“Clarence, let me show you what we do” and I reached for a clean cloth napkin, and into my jacket pocket for the fountain pen.

“Here are two axes. The horizontal represents time and the vertical relevance.”

He was hooked.  The next round of port interrupted my talk, but not so much as I couldn’t continue.

“Where do you see your company sit on this curve?”

“Just here David. At 6 months”

“And where would you like to sit?”

“Obviously, here as close to 0 days as possible.”

“Its our product that can get you to 15 days.  Imagine having the insight 15 days after month end? “

I left him to ponder while I wrote my email address on the bottom of the napkin, folding it neatly and encouraging Clarence to pop it into his jacket pocket.

The next day, I received an email.

David,
Thank you for an entertaining evening. Sorry we didn’t get an opportunity to say goodbye but you were busy cracking your moves on the dance floor.
I found your napkin drawing in my pocket, and it reminded me to contact you. I’d love to explore your technology further next week.
KRs, Clarence