Case study
RDI: 124 meetings with diagnostics makers in 12 months
Outbound for a clinical research organization that runs diagnostic trials, to clinical and regulatory leaders at IVD companies, by LinkedIn and email.
The engagement at a glance
- Sector
- Clinical research (IVD and diagnostics trials)
- Market
- United States
- Buyer
- Clinical affairs, clinical operations and regulatory affairs leaders at IVD and diagnostics companies
- Channel
- LinkedIn and email, with some calling
124
meetings booked
May 2024 to April 2025.
99
in the first eight months
May to December 2024.
100+
companies met
IVD, diagnostics and life science companies.
01. The challenge
Reach the few people who choose a trial partner for a new diagnostic.
RDI runs clinical trials for diagnostics makers, with its own CLIA lab and physician network. At each IVD company only a handful of people pick a trial partner: clinical affairs, clinical operations and regulatory leaders. The list of buyers is short, so every conversation counts.
02. What we did
What we did
01
Clinical and regulatory leaders
We contacted clinical affairs, clinical operations, clinical trial and regulatory affairs leaders at IVD and diagnostics manufacturers.
02
Outreach from RDI's own leaders
LinkedIn and email went out from the profiles of RDI's CEO and VP of Business Development, so prospects heard from the people they would work with.
03
Re-engaging past contacts
Reconnecting with people RDI's team already knew was the strongest campaign, with 22 meetings on its own.
04
Quality over quantity
From October 2024 we worked fewer companies, researched each one in more depth, and wrote every message by hand.
03. Results
Results
Measured engagement results, not a promise of future performance.
Over 12 months the program booked 124 meetings at more than 100 diagnostics and life science companies, including Roche, Abbott, Illumina, Bio-Rad, Thermo Fisher, Beckman Coulter, Exact Sciences and Natera. The first eight months alone produced 99.
04. What the client kept
What the client kept
A tracker of every meeting booked, the target account lists, and the message templates that booked them.
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