B2B Membership Growth Advice 2018-08-07T17:02:27+00:00

Project Description

30% increase in retention and B2B membership growth (London)

As Chair for a regeneration organisation with over 500 businesses as members. Meres Consult’s retained advisory services and business growth tools consistently recruits new companies as well as stimulate existing members to renew. We achieved a record 30% increase in retention numbers; especially when we unconventionally heeded her pricing increase strategy! Every penny with this rare gem is worth spent.
A Coates, Chair of Board

Key achievements
Within 12 months:

– 30% increase in retention numbers
– Member services uptake and event attendance increased dramatically
– 19.8% YOY increase in new business and service usage revenue

The challenge and brief
For B2B membership growth and networking organisations looking to increase revenue, reduce costs and consistently renew and recruit members, addressing dwindling sales revenue and renewals in the digital world and other competition is an ever-present elephant in the room.

This B2B membership body was on the brink of a restructure and employee redundancy due to non-renewals, minimal uptake of membership and services. This was ongoing and consistently resulting in increasing operational costs. They also allotted part of the problem to messaging and value proposition articulation.

Meres Consult Ltd was brought in as  B2B membership growth, retention and service design experts to validate or sanity-check the root cause of these challenges, report and provide alternative routes to restructuring and redundancies if viable.

The results
After a few carefully driven and analysed conversations with several stakeholders across the board, we got to an agreed consensus with the leadership and client facing teams. This was then presented in the report. It proved that not only was there some alternative routes but also, some simply over-looked gaps can be bridged to uncover untapped revenue.

Meres Consult was subsequently retained to execute on the recommendations of the report.

Applying Meres Consult’s Human-Centered growth enablement methodologies, which works well in most B2B services, was key in achieving very tangible sales growth results. An innovative price increase strategy was also adopted despite initial resistance and rumours of a subtle economic recession.

Within 12 months:

– 30% increase in retention numbers
– Member services uptake and event attendance increased dramatically
– 19.8% YOY increase in new business and service usage revenue

Meres Consult was approached after 7 months to work with specific leadership teams using our executive mentoring and memberships services design programmes.