Case Studies

Driving Margin Uplift Through Smarter Pricing, Segmentation & Governance for a Leading HR Services Provider

Professional & Public Services
Case Studies

Driving Margin Uplift Through Smarter Pricing, Segmentation & Governance for a Leading HR Services Provider

Professional & Public Services

Pearson Ham Group supported one of the world’s largest staffing firm providers in transforming its pricing discipline and commercial governance. As a global HR provider, they leveraged data-driven insights and enhanced pricing capabilities to achieve a sustainable 3% margin uplift and stronger profitability foundations.

This collaboration demonstrated how a structured monetisation approach, powered by analytics and pricing governance, can unlock measurable performance gains in high-volume, service-led environments.

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Opportunity

A global HR and staffing provider operating across Europe sought to strengthen commercial performance in a competitive, cost-sensitive market. Limited transparency on cost-to-serve, inconsistent discounting, and commoditised pricing made it difficult to align pricing with client value. Pearson Ham Group partnered with their teams to redefine pricing governance, improve segmentation, and build lasting commercial capability.

Challenges

  • Improve visibility on deal- and segment-level profitability
  • Strengthen governance and ownership of pricing decisions
  • Align pricing and segmentation to value and cost-to-serve
  • Reduce inconsistent discounting and unmanaged rebates
  • Enable teams with the tools and skills to sustain pricing excellence

Outcomes

Through data-driven insights and enhanced pricing capabilities, the client achieved a sustainable 3% margin uplift and stronger profitability foundations. Such outcomes highlight the importance of engaging with a global HR provider for effective commercial governance.

  • +3% margin uplift within 12 months

  • Enhanced pricing visibility through Power BI analytics

  • New pricing governance framework with clear ownership and escalation

  • Upskilled commercial teams through training and capability transfer

Why It Matters

This project established a scalable monetisation model for sustained profitability. By embedding data-driven decision-making and pricing discipline, the client is now positioned to manage margin and value capture consistently across regions and services.

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Results

+ 3 %

margin uplift achieved

New value-based segmentation model

Governance model embedded across regions

Power BI pricing dashboards implemented

Approach

1. Define – Data Integration & Analytics Enablement
  • Established Pricing Steering Committees to embed ownership and accountability.
  • Introduced dynamic dashboards for real-time margin tracking and pricing decisions.
2. Design – Pricing Process & Margin Improvement
  • Analysed pricing vs. delivery costs to identify margin leakage.
  • Redesigned internal tools and processes to align bid prices with actual costs, improving win rates and pricing accuracy.
3. Implement – Customer Segmentation & Simulation
  • Developed a new segmentation model based on margin potential and cost-to-serve.
  • Delivered a pricing simulator enabling dynamic testing and harmonised discounting across regions.
4. Sustain – Pricing Governance & Capability Transfer
  • Established Pricing Steering Committees to embed ownership and accountability.
  • Delivered tailored workshops to upskill teams in analytics, governance, and performance tracking.

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