Tarka Talks Consulting Podcast
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Season 2 Episode #10: Scaling a Pricing Consultancy - Lessons from Pearson Ham’s CEO
42 minutes Posted Sep 5, 2025 at 10:06 am.
] What shifts have you seen in commercial models over the course of your career?
] How has customer access to price comparison tools influenced commercial models and early-stage engagement?
] How are businesses approaching retention and renewal to drive long-term margin beyond the initial sale?
] How are less commoditised sectors responding to shifts seen in markets like insurance?
] Is there a subscription model equivalent in consulting or professional services?
] Is AI impacting how professional services products are priced?
] How is AI reshaping pricing models and the traditional consulting pyramid?
] What internal and customer impacts come with shifting commercial models?"
] How should businesses communicate pricing changes to avoid customer backlash?
] How can businesses use creative promotions to drive stronger customer engagement?
] How have you built such a strong brand in the pricing space over the years?"
] Is there an element where you tie your fee to the success of the delivery?
] Overview on what Pearson Ham
] Importance of understanding the stakeholder and their priorities
] How did you go about building a 70 person business
] How would you describe the culture at Pearson Ham?
] What they look for when hiring people into the business
] What does the interview process look like?
] Why should someone join Pearson Ham?
] What is the biggest learning from your career?
] Do you have any horror stories from your career?
] What do you know now that you wish you'd known at the start of your career?
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Show notes
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. 
 
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A big thank you to Tim for your insights – it was brilliant to have you on the show! Find out more about our guest:  
Connect with Tim Ham 
Follow Person Ham on LinkedIn 
Visit their website 
Hosted by Tarka Talent  
Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.
This podcast uses Podbean for stats, and dynamic audio. Learn more on this podcast's About tab. Dynamic Audio may cause this episode's timestamps to be slightly off.
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