Case Studies

A global life sciences industry group dedicated to advancing innovation in research and development wanted to establish a membership function. It had just launched a new strategy in early 2020, prior to the pandemic, and was concerned that renewal rates would suffer due to the economic environment. Trojan Health Strategies (THS) was brought on to build out that function and retain members.

THS led a strategic approach that emphasized collaboration and member-centric innovation. Partnering with senior leadership, including the Head of Commercial and CFO, we built and executed a finance-focused messaging strategy and a streamlined renewal process. To improve member engagement and satisfaction, we modernized onboarding communications, co-developed an engagement-focused video with the Chief Portfolio Officer, and fostered the existing LinkedIn community to boost awareness and interaction. These initiatives were designed to align strategic communication, enhance member value, and drive satisfaction.

The results were significant: membership renewal rates soared to 123% of the projected goal, and over $250K in outstanding receivables were recovered. The revamped onboarding experience achieved a satisfaction rate exceeding 95% among new members, and overall member engagement and awareness were enhanced. This comprehensive strategy positioned the organization for sustainable growth, strengthened retention, and elevated its industry presence​​​​.