What the client needed
City Science Academy is a private supplementary education centre in Lusaka providing education services in mathematics, science, and examination preparation for international school students.
The Academy operated under a traditional hourly billing model, where clients paid for tutoring sessions based on the number of hours each student attended. While this allowed flexibility, it created significant operational and financial challenges. Monthly income was highly volatile, and because charges depended on the number of sessions attended, invoices frequently varied and parents often struggled to understand the pricing structure.
The Academy needed to strengthen its commercial strategy, clarify its brand positioning, and restructure its pricing model to improve revenue stability and customer experience.
How M31 Research delivered
M31 Research adopted a structured business strategy and pricing optimisation approach combining market research, financial modelling, and service design.
The consultancy began with a diagnostic phase to understand the Academy's operational model, revenue streams, and customer segments. This involved analysing historical billing data, attendance records, and feedback collected from parents and students.
A market segmentation analysis then examined how different groups of customers perceived value in education services, looking at grade level, subject specialisation, exam preparation needs, and client income characteristics typical of the private education market.
Finally, M31 reviewed the Academy's brand identity and messaging to align them with the new pricing structure, and developed communication strategies to help parents clearly understand the value proposition of each package.
What we delivered
- Financial and market analysis of historical billing data and parent feedback
- New pricing structure of five fixed tutoring packages
- Marketing materials communicating the new packages
- Staff training to support consistent adoption of the revised pricing model
What changed for the client
The transition from hourly billing to structured pricing packages produced immediate improvements in the Academy's financial performance and operational efficiency. Within three months of implementing the new model, the Academy reported a 28 percent increase in average monthly revenue, driven by higher student retention, increased package upgrades, and more predictable enrolment.
Key findings and outcomes
- 28 percent increase in average monthly revenue within three months
- Higher student retention
- Increased package upgrades
- More predictable enrolment and revenue
- Clearer pricing for parents
