James Wilton | SpeakerHub

Personal Details

Bio

James is a Senior Expert in Strategic Pricing at McKinsey and Company. He does the majority of his work with growing tech firms, and companies launching innovative, distinctive new products to help them use pricing to grow revenues and capture value. He also leads the pricing service line at Fuel - McKinsey’s practice dedicated to serving startups and growth-stage companies.

James is extremely passionate about pricing, and greatly enjoys teaching others about how pricing can be such a powerful lever for performance. He is a knowledgeable and engaging speaker, and has spoken to strong reviews at a number of pricing and industry events.

Prior to joining McKinsey, James led strategic pricing at RELX group, and also held consulting roles at A.T.Kearney and ZS Associates.

Current position (1)

Senior Expert

McKinsey and Company

Degrees (2)

MBA

Columbia Business School

2008 to 2010

MSci

University of Cambridge

1999 to 2003

Presentations

Presentations (4)

The Pitfalls of Startup Pricing

Startups frequently make the same mistakes around packaging, price metrics, value communication and discounting when building and executing pricing strategies. What are these traps, why do they cause issues, and how can startups avoid them to accelerate their revenue growth?

Pricing for Growth

Pricing has long been thought of as a powerful lever for maximizing EBITDA. While that is certainly true, it also has tremendous potential for growing the top line. What the pricing strategies that best achieve revenue growth, and how can organizations build a revenue-focused pricing strategy?

Creativity in Pricing

Many companies follow their close competitors and default to industry norms when it comes to setting their own pricing. But breakthrough impact really comes when you are able to think more creatively about your pricing stratgies, resist the status quo, and disrupt conventional practices. What the best examples of creative pricing strategies, and how can organizations train themselves to be more commercially creative?

Building a Pricing Strategy for a New Business

You’ve built a startup, or inherited a new product line. You need to monetize it, but you don’t know where to start. What are the steps you should go through to build a pricing strategy that will help you grow, capture the value you provide without hindering adoption, and that your organization can feel confident with.

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Books & Articles (3)

Startup Pricing Pitfalls #1 - The four most common Packaging mistakes

Startup Pricing Pitfalls #2 - Settling for a suboptimal Price Metric

The Hidden Competitive Advantage of Pricing

Expertise (9)

Business