About the Authors
Rob Docters is managing partner of Abbey Road, LLP, a consultancy specializing in pricing strategy. He has helped over three hundred clients in software, communications, consumer goods, information services, financial services, transportation, and entertainment to increase revenues and defend or capture new markets.
Before Abbey Road, Rob was a senior vice president of Strategy, Business Development, and Pricing at LexisNexis, a leading information services firm. At LexisNexis he was part of the management team credited by The Wall Street Journal with a “turn-around” of LexisNexis.
Prior to LexisNexis, Rob was a senior vice president at Ernst & Young, helping lead the Toronto strategy and marketing practice. Before that, he was a principal at Booz, Allen & Hamilton, Inc., in New York. He has assisted clients in North America, Europe, and Australia.
Rob was the lead author of Winning the Profi t Game: Smarter Pricing and Smarter Branding, published by McGraw-Hill. He has taught at Columbia University School of Business, the GE Welch Center for Management Training, the Royal Institute of Management, and other schools.
Rob holds degrees from Stanford (A.B. Economics), The College of William and Mary (J.D.), and Columbia University (M.B.A.). He is a member of the New York Bar.
He holds several patents on new price structures, and is a frequent contributor to the Journal of Business Strategy and other publications. Readers are invited to send comments and questions to [email protected].
John Hanson is a partner at Accenture, where he leads the North American Pricing and Profit Optimization strategy practice. He previously served as an executive at a leading pricing software solutions provider and was a partner at Oliver Wyman.
John has been involved in pricing strategy, primarily in the communications and high technology industries, for 15 years. He is a frequent writer and speaker on pricing issues.
John holds an A.B. from Harvard College and an M.B.A. from Georgetown University, McDonough School of Business.
Cecilia Nguyen is a senior manager with Accenture’s Pricing and Profit Optimization strategy practice. During her career, she has focused on pricing strategy and solutions in industries ranging from industrial manufacturing to professional services.
Cecilia has been involved in numerous pricing solution implementations which have successfully delivered leading-practice business processes and analytics. Furthermore, she has been a featured speaker at several pricing technology vendor conferences and works closely with leading vendors in the space through directing Accenture’s alliances.
Cecilia holds a B.A. in Chemistry from the University of Delaware.
Michael Barzelay currently holds the London School of Economics’ (LSE’s) first professorial chair in public management. He codirects the Department of Management’s new MSc. Public Management and Governance program.
Michael is known for his work in organizational decision making, particularly large organizations such as governmental agencies, large companies, and other institutions. This work includes bidding procedures and the study of how large institutions develop buying criteria and priorities, which includes decisions on price level and structure.
Michael serves as the founding executive director of the Center for Transformation and Strategic Initiatives, a Washington, D.C.–based nonprofit organization. In addition, he coedits Governance: An International Journal of Policy, Institutions, and Administration, published by Blackwell.
His publications include Preparing for the Future: Strategic Planning in the U.S. Air Force (Brookings, 2003), which received the Brownlow Book Award.
Before joining LSE in 1995, Michael was associate professor of public policy at Harvard’s John F. Kennedy School of Government.
Michael holds degrees from Stanford University (A.B.), the Yale School of Organization and Management (M.P.P.M.), and Yale University (Ph.D. in Political Science).