Author: Rob Docters

A pricer’s job is to capture value, but we tread a fine line between optimizing short term revenues and jeopardizing customer trust by becoming what is labelled as “greedy.” In this article, the author explains what constitutes “greed” in pricing provides strategies to help pricers avoid these tactics. Rob Docters has been Lecturer in Management at Yale School of Management, teaching pricing. Before that he led BCG’s Asia/Pacific pricing practice, based in Singapore. He has also been a Senior Partner at Ernst & Young Canada. He is now Partner at Abbey Road, LLP where he …Read More

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