In this episode of Tarka Talks Consulting, Richard Longstreet sits down with Tim Ham, CEO of Pearson Ham, a pricing consultancy that’s doubled in size over the last few years. Tim shares his journey from strategy consulting into leadership, the lessons learned scaling a firm in a niche market, and the nuances of working with private equity.
They cover how pricing has evolved as a consulting discipline, how Tim thinks about culture and people development, and why trust, transparency and client focus are core to Pearson Ham’s success. Whether you’re a founder, future leader, or just curious about what it takes to build a fast-growing consultancy—this episode is full of insights.
Episode Overview:
[02:33] What shifts have you seen in commercial models over the course of your career?
[05:31] How has customer access to price comparison tools influenced commercial models and early-stage engagement?
[08:12] How are businesses approaching retention and renewal to drive long-term margin beyond the initial sale?
[09:33] How are less commoditised sectors responding to shifts seen in markets like insurance?
[12:26] Is there a subscription model equivalent in consulting or professional services?
[14:00] Is AI impacting how professional services products are priced?
[14:52] How is AI reshaping pricing models and the traditional consulting pyramid?
[16:26] What internal and customer impacts come with shifting commercial models?”
[20:24] How should businesses communicate pricing changes to avoid customer backlash?
[22:14] How can businesses use creative promotions to drive stronger customer engagement?
[25:50] How have you built such a strong brand in the pricing space over the years?”
[27:11] Is there an element where you tie your fee to the success of the delivery?
[30:22] Overview on what Pearson Ham
[32:09] Importance of understanding the stakeholder and their priorities
[32:39] How did you go about building a 70 person business
[33:25] How would you describe the culture at Pearson Ham?
[34:17] What they look for when hiring people into the business
[35:12] What does the interview process look like?
[36:07] Why should someone join Pearson Ham?
[37:29] What is the biggest learning from your career?
[38:20] Do you have any horror stories from your career?
[39:47] What do you know now that you wish you’d known at the start of your career?
A big thank you to Tim for your insights – it was brilliant to have you on the show! Find out more about our guest:
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