I am “The Elevator Guy”

So, I just got off of a call with the president of a large hospital system in the US. We had communicated a year ago about a different project and I finally managed to get him onto a video call. A few minutes into the call, it became clear to me that he didn’t remember me and wasn’t sure how we met, but I had no way of bringing it up tactfully.

We’re making small talk, discussing our experience, families, COVID-19, etc. when he mentioned his youngest son…wait, let’s start from the beginning.

Last July, I attended a migraine conference in Philadelphia. At the end of the conference, I ran back to the hotel to get my suitcase. While waiting at the elevator bank, a young man asked me “Where are you from?” I responded, “Israel. Working for a startup that has a neuromodulation solution for migraines and depression.” He mentioned that he is an MD/PhD candidate interested in neuromodulation and asked for my business card so that he could be in touch. Two weeks later, I got an email from him introducing me to his father, the President of a large American hospital system, who is interested in discussing potential clinical trials.

Back to today’s call. He mentions that his youngest son is an MD/PhD candidate. I gently interrupt him and mention that I met his son last year, at which point a huge smile suddenly appears on his face as he excitedly proclaims, “YOU’RE THE ELEVATOR GUY!”

There was nothing wrong with the video call before that moment of realization; we could have carried on into our conversation without connecting the dots and everything would have been fine. But that moment changed something. The subtle difference between meeting with some guy vs. meeting with the elevator guy made a world of difference for our meeting. Something clicked and opened up the conversation to be even more friendly, more open, and that much more productive. That tiny detail, that personal connection allowed him to be even more forthcoming in discussing opportunities to collaborate and cooperate. A lot of people hate small talk, but I promise you: that’s where the magic happens.

And, in addition to having had a great meeting, I now proudly own the title: I AM THE ELEVATOR GUY!

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