Best B2B Sales Growth Advice 2018-08-07T16:00:38+00:00

Project Description

B2B Membership organisation (PRP Ltd) achieves 32% YoY growth via unique member services and SME/Corporate mentoring programmes

 

We were just discussing the great work you do with our business membership department. Such a high growth rate of 32% year on year is highly commendable!

Alan Coates – Former Chairman, PRP Ltd. (Currently Director, Knowledge Peers)

 

Key achievements

 – 32% YoY B2B sales growth

– Improved leadership development results and reduced costs by 20% in B2B member organisations

– client referenceability rose from 20% to 65%  

– an unprecedented 95% retention rate in year 1

The challenge and brief

For B2B member services and third sector organisations looking to increase uptake of their advisory and membership services, the challenge of recruiting and retaining high quality members who are willing to pay the desired annual subscription fees is increasingly prominent. Deriving the required quality service package cannot be under-estimated either.

After several years of reduced membership growth declining revenues, PRP Ltd recognised the need for change in its membership sales/marketing strategy and execution. With an industrial estate of nearly 2,00 businesses on its door step, a membership of 232 was increasingly becoming unacceptable at board level and for local and international lobbying.

Maggie Sarfo was brought in as a membership growth and product/service development specialist to take the organisation to its next level of growth.

The results

Maggie worked as an extension of the sales & marketing teams and developed the company’s first product function. She also sat in board meetings and developed suitable member services in alignment with SME, midsize, corporate and government organisational needs.

In addition to a systematic recruitment/retention plan, the new services for members included suitable events, leadership mentoring, preferred supplier programmes etc.

Building on and introducing new relationship management techniques, Maggie implemented a 10% price increase which was well-received by new and existing members; leading to substantial revenue increase for PRP. Members also benefited from cost-savings by participating in leadership mentoring, preferred supplier schemes etc.

– 32% YoY growth

– Improved leadership development results and reduced costs by 20% in member organisations

– client referenceability rose from 20% to 65%  

– an unprecedented 95% retention rate in year 1

Maggie was subsequently commissioned as a Non-Executive Director to the board for adhoc business and personal growth advice.