Pearson Ham

The Pricing Specialists

London

Pricing Strategy

Helping Our Clients Succeed Through Better Pricing

Glass Door
Team Size 30 - 40
Established 2008

Helping Our Clients Succeed Through Better Pricing

WHAT WE DO

Pearson Ham are pricing specialists. We help our clients be more successful through better pricing and have never failed to improve our clients’ margins, typically by 2 – 5% expressed as a percentage of top line sales.

  • PRICING REVIEW
    Rapid process to assess existing pricing capabilities and identify areas for improvement. Detail is provided around each opportunity together with recommendations and priorities based on the associated financial returns, method and ease of capture.
  • COMMERCIAL MODEL DESIGN
    Methodology to improve the current approach to capture value and improve revenue. We consider who the customers are and who pays, when they are charged, how they are charged, and what is charged for. Pearson Ham’s proprietary framework is leveraged to identify and short-list opportunities.
  • CAPABILITY & ORGANISATION
    Comprehensive review of existing sales, pricing and discounting practices to benchmark current performance against the market context and best practices. Processes are established, skill gaps identified, and pricing materials and tools developed to improve the sophistication, accuracy and effectiveness of the pricing function within the organisation.
  • B2C PRICE OPTIMISATION
    Robust analytical process to set price, monitor performance and enable iterative change. Price elasticities are derived using a range of methodologies including historic analysis, market research and price testing. Advanced statistical modelling techniques incorporate the insights to help define the appropriate new price levels.
  • PROMOTIONS
    Approach to assess existing promotions and design promotional campaigns that encourage desired customer behaviours and achieve commercial objectives. Promotions are optimally calibrated through observing their past effect on customer response and revenue cannibalisation. New, innovative campaigns are created through building an in-depth understanding of customer thinking and behaviours, with new processes put in place.
  • PRICE CHANGE IMPLEMENTATION
    A collaborative process that delivers successful price changes to provide desired outcomes. Tapping into our great wealth and depth of experience in planning and executing price changes, risks are defined, issues assessed and robust plans developed to ensure the right activities are performed at the right time to deliver a successful implementation.
  • PRODUCT PACKAGING
    Methodology to determine how elements of an offer range should be best combined. Pearson Ham’s product assessment framework takes into account both internal and external factors to guide product structure, such as bundling and versioning, pricing and discounting decisions to improve revenue or margins or both.
  • B2B PRICE OPTIMISATION
    Methodology to identify and capture margin improvement opportunities. Value is created from a more rigorous approach to pricing, governance, and commercial tactics. The process includes in-depth analysis of sales data, market research, price strategy workshops and direct observation of sales activities.

HOW WE DO IT

We follow a rigorous and proven methodology to help our clients achieve an improved pricing strategy.

  • Design
  • Analyse
  • Evaluate
  • Implement
  • Monitor

Inquisitive by nature, our personal approach and robust analytical skills provide work of the highest quality, tailored specifically for each client’s needs. From analytics to implementation, we listen and collaborate to develop bespoke solutions that always keep the end goal in mind – implementation & capabilities.

OUR VALUES

“Quality is everything. Quality is what gives us satisfaction. Quality is what creates value for our clients. Quality is what creates differentiation”, Tim Ham, CEO.

Founders & Leaders

Tim Ham Photo

Tim Ham

CEO

Tim is the founding director of Pearson Ham. He has been working in pricing for 20 years across a wide-range of market sectors; business services, education, energy, financial services, leisure, media, pharmaceuticals, retail, software, and travel are some of the sectors from which he can leverage experience. His time has been split between B2C and B2B both as a practitioner and as a consultant.

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Ines Llerena

Director

Ines brings over 15 years of experience across the hospitality industry in the Americas and Europe. She is an expert in Food and Beverage consumer behavioural analytics, demand-based pricing, data-driven insights and promotion strategy.

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Stephen Kennedy

Director

Stephen established and led the Pricing team within Hastings Direct throughout a period of unprecedented growth. With a background in retail, many of the pricing techniques and processes he introduced were new to the industry and provided a distinct competitive advantage. Stephen has 20 years’ experience in pricing and analytics across a range of industries, contributing to effective pricing solutions.

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Guillaume Alexandre

Director

Guillaume partners with clients to grow and optimise their top-line. He works with them to preserve market shares and prices in difficult market environments, strengthen innovation and growth plans, find new sources of margin optimisation and support sales transformation programs. He has served clients to build international commercial and pricing capabilities in more than twenty countries, collaborating closely with both working teams and senior executives.

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David Boothman

Director

David is an experienced commercial executive having worked at Board level for over 10 years. Prior to joining Pearson Ham David spent over 20 years leading commercial, buying, merchandising and pricing teams across UK retail and B2B distribution businesses. Most recently David established a leading pricing function within a FTSE25 B2B corporate implementing the latest price optimisation & guidance techniques.

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Nick Allen

Director

Nick leads Pearson Ham’s pricing consultancy activity in the energy sector. Prior to joining Pearson Ham, he spent 15 years working across the sector, both as a client and a management consultant. During this time, he led Shell’s retail fuels pricing strategy development and delivery across 40+ countries, and helped a broad range of energy companies and equipment manufacturers to navigate the transition underway in the sector.

Julian Graves Photo

Julian Graves

Director

Julian brings a wealth of experience in advertising and marketing to support the business’ development and growth ambitions. He began his career at Saatchi & Saatchi in London and went on to senior client leadership positions working with P&G, Citibank, PepsiCo, FedEx, Mars, Western Union, Philips and BAT. He then joined BAT as senior international brand manager on Dunhill.

Values

  • Care
  • Collaboration
  • Inquisitiveness
  • Enjoyment

Awards

  • Top 100 of UK's Leading Management Consultants, Financial Times, 2019 & 2020
  • Commercial Excellence - Winner, MCA, 2017
  • Best New Consultancy - Highly Commended, MCA, 2017
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