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In this series, strategic pricing experts answer your pricing questions. Do you have a pricing question? Send it to AskTheExpert@leveragepoint.com.

Tom Nagle

 

Tom Nagle

Founder, Strategic Pricing Group and Advisor, LeveragePoint

Expertise: Pricing Strategy, Value-Based Pricing

 

Contributed Articles:

Dr. Nagle founded the Strategic Pricing Group in 1987, the year he published the first edition of The Strategy and Tactics of Pricing. He provides the intellectual leadership for the firm's consulting projects and is a highly sought-after speaker and author, both in the U.S. and abroad. A long term sponsor of the Professional Pricing Society, Dr. Nagle is a frequent keynote speaker at their annual conferences. Prior to founding SPG, Dr. Nagle was a professor of marketing and strategy at the University of Chicago and Boston University. He is a graduate of Penn State University and received his PhD from UCLA.

 

Jim Geisman

 

Jim Geisman

Founder and Principal, Software Pricing Partners

Expertise: Negotiating On Value

 

 

Contributed Articles:

Jim Geisman is founder and principal of Software Pricing Partners, Inc. where he provides senior management counsel and marketing and sales consulting services. He has led consulting engagements for a broad range of clients addressing fundamental issues affecting business success. Before founding Software Pricing Partners, he held marketing management positions at Tektronix and served as the first director of marketing at Apollo Computer.

Mr. Geisman received his BS and MS in Electrical Engineering from Tufts University where he was elected to Eta Kappa Nu, the EE honor society. He holds an MBA from Harvard Business School. A former consulting editor of Software Success Newsletter, he is widely published and considered an expert in software pricing strategy and sales negotations. He is a sought after speaker for computer trade and industry association meetings.

 

George Cressman

 

George Cressman

Founder and President, World Class Pricing

Expertise: Pricing Strategy, Competitive Pricing, Change Management

 

Contributed Articles:

George Cressman is Founder and President of World Class Pricing, a consultancy specializing in helping clients build world class pricing managers. George has nearly 30 years of experiences in the Chemicals industry, having worked in positions of pricing, marketing and business management, finance, research, and manufacturing. George has consulted for the past 12 years with the Strategic Pricing Group and the Monitor Group. He has consulted with clients in Europe, South America, and Asia in areas of marketing research. He has held business, sales, and marketing management positions at DuPont, Monsanto, and Union Carbide. Dr. Cressman has been quoted in The Economist and a number of trade journals.

 

Stephan Liozu

Stephan Liozu

Founder, Value Innoruption Advisors

Expertise: Value-based Pricing Strategy, Pricing Maturation, Business Strategy

 

Contributed Articles:

Previously President and CEO of Ardex Americas, Dr. Stephan Liozu is a Pricing Evangelist and Thought-Leader as well as the Founder of Value Innoruption Advisors. His executive specialty is the design of innovative and differentiated business strategies for business-to-business firms, and the implementation of value-based pricing strategies. Stephan is co-author of Innovation in Pricing (published in 2013 by Routledge), an e-book, A User's Guide to Value Modeling as well as numerous research papers and articles on innovation and value management. Stephan holds a PhD in Management from The Weatherhead School of Management at Case Western Reserve University.  He is a guest lecturer at many universities including the Simon School of Business at the University of Rochester and EM Lyon. Stephan sits on the board of Advisors of PPS and is a regular keynote speaker at their conferences.

 

Chris Provines

Founder, Value Vantage Partners

Expertise: Medical devices, commercial excellence, strategic pricing, selling and negotiating value, value discovery

 

Contributed Articles:

Mr. Provines is Founder of Value Vantage Partners, and is an accomplished executive, business advisor, and adjunct professor with broad global experience in Fortune 50 businesses. His experience includes global leadership roles at Johnson & Johnson and Siemens in commercial excellence, strategic pricing, account management, procurement, and business improvement. As an advisor, he helps businesses grow profits through smarter pricing and commercial execution.  He is also a top-rated instructor teaching marketing and sales teams strategic pricing, selling and negotiating value, and value discovery.  He is the author of two books, Strategic Pricing for Medical Technologies and Selling to Procurement.  For more info, go to ChrisProvines.com.