Case Studies

Unlocking the Pricing Potential of a Market Leading Dental Practice Group

Healthcare & Life Sciences, Private Equity
Case Studies

Unlocking the Pricing Potential of a Market Leading Dental Practice Group

Healthcare & Life Sciences, Private Equity

With over 500 practices and no central pricing strategy, this market-leading dental group was missing out on significant revenue opportunities. Pearson Ham Group delivered a data-led pricing transformation—leveraging patient insights, competitive analysis, and price optimisation—to boost revenues by 6.5–8.5% and identify over £30m in additional annual EBITDA potential. A clear, multi-year roadmap now guides sustained commercial growth without compromising patient trust.

 

 

The analysis was really thorough, and I thought the way they communicated and kept feeding back to all the stakeholders was really exceptional.”

Client Testimonial

Opportunity

Historically pricing had limited dedicated resources; therefore, there was limited “pricing muscle memory” and perspective on what and how pricing could contribute towards business objectives.

Challenges

  • Legacy systems were designed for patient management rather than commercial optimisation.
  • Inconsistent coding and service delivery existed across acquired practices.
  • The large network of clinics, many acquired over time, operated with individual managers making independent decisions.
  • There was no central pricing function, with responsibilities spread across various teams.

Outcomes

The project boosted revenues by 6.5% to 8.5% following the successful implementation of key outputs. Additionally, 10 value creation opportunities were identified and quantified, including strategies such as localised pricing and subscription programs. The total potential annual upside from these opportunities exceeded £30 million, with a clear roadmap developed outlining when and how each opportunity should be pursued.

Leveraging proven healthcare pricing methodologies, this project was driven by strong project management and deep pricing expertise. A holistic approach was adopted, capturing competitor, patient and transaction data insights to pinpoint areas for pricing optimisation and maximise value capture.

Why It Matters

Smart pricing strategies in healthcare don’t just boost profitability—they are aligned with patient trust and perceived value. By using insights from patient behaviour, competitor analysis and service-level data, providers can grow sustainably without risking reputation.

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Results

+ 8.5 %

+6.5% to +8.5% revenue uplift through targeted pricing action

Clear pricing roadmap to guide sustainable commercial growth

The robust insights developed conviction to deliver pricing actions and identified upside within the team

+ 30 m

£30m+ in potential annual EBITDA upside identified

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Approach

1. Patient Strategy
  • Captured patient price sensitivity and selection criteria via market research
  • Analysed willingness to pay and variation across geographies and services
  • Explored demand for additional offerings (e.g. out-of-hours service)
2. Competitive Positioning
  • Benchmarked pricing against corporate and independent competitors at a local level
  • Identified gaps in value communication and pricing performance
3. Price Optimisation
  • Defined price change strategies grounded in data, patient insight and business collaboration
  • Created service-level price recommendations, with scenario modelling to allow for greater flexibility in uncertain economic environment
4. Opportunity Roadmap
  • Identified and sized over 10 value creation opportunities, including localised pricing and subscription programmes
  • Workshops to validate upside and feasibility of opportunities with internal subject experts
  • Delivered a multi-year roadmap for implementation, validated through internal workshops

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