Pricing and commercial excellence for growth businesses
We deliver performance improvement, transformation and growth through tailored consulting and interim executive support
What we do
We use data analytics and customer insights to craft individual pricing strategies, commercial excellence programmes, and go-to-market roadmaps.
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We connect the strategic principles with "what does it mean for my job" to ensure your team are confident and motivated to deliver.
Problems we solve for clients
Pricing new products and services
You only get one chance to launch a product.
If the product messaging, revenue model, or price point is wrong, much of your development effort could be wasted.
We help clients optimise and de-risk launch pricing through structured research and analysis
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Capture fair value
Restarting growth
Stop margin erosion
Stop margin erosion
Stop margin erosion
Stop margin erosion
Stop margin erosion
Stop margin erosion
Restarting growth
Often clients come to us and say "Growth has slowed, I we have a pricing problem".
We investigate and discover that in many cases the root cause is not in pricing but in a perception gap between the business and its customers.
Re-positioning the offer and adjusting the sales approach are often more powerful than changing the price.
Increasing prices without increasing churn
Many growth businesses have never formalised their pricing strategy. They often have great value propositions and good pricing power, but are using that power ineffectively.
We develop pricing strategies, product bundles and go-to-market motions that support business strategy goals, and minimise friction in the sales process.
We have helped clients achieve EBITDA increases of >15%, with no customer churn.
Stopping margin erosion
Few growth businesses have effective governance, yet almost all the businesses we see can add and sustain >5% EBITDA margin in a matter of weeks by putting in place better price reporting and control.
In our experience, addressing legacy pricing and unprofitable business with high cost-to-serve should often be a higher priority for growth businesses than formulating a new pricing strategy.
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Using data to make better commercial decisions
Traditional management reporting poorly serves pricing decisions. Our years of specialist experience have identified the metrics and data structures which drive real performance.
We help clients use data to drive pricing and sales decisions. This can mean simple price dispersion analysis through designing commercial data warehouses & ERP configurations, to algorithmic pricing enabled by machine learning and AI.
How we do it
​Each client solution is unique and adapted to the client's business strategy, culture & capability to execute.
We leverage our unique blend of structured consulting methodologies and executive experience to build change programmes that are robust, well evidenced, yet pragmatic.
We advise, and more than that, we DO. We are passionate about making change happen, helping clients develop new skills. We invest time with clients to help them build engagement and confidence throughout the organisation to implement new ideas
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We take an "implementation first" approach. We are very familiar with the challenges of growth businesses: people are stretched, time and budgets are tight, tech stack often imperfect. We adapt our approach to match our clients' capacity for change.
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Mike Gorham, our founder is an experienced strategy consultant and PE portfolio executive with a strong track record in designing and implementing strategy, sales and marketing performance programmes, pricing, M&A support and digital transformation.
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Some of the businesses we have supported
Clients
Funds who have commissioned and reviewed our work
Private Equity
