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Rob Docters

Principal

Singapore

Rob Docters leads The Boston Consulting Group’s Enablement Center in Asia-Pacific. He is one of BCG's top experts in achieving revenue growth through pricing enablement, and he has led more than 200 pricing assignments for clients in Asia, North and South America, and Europe.

Rob has acquired expertise in many pricing topics, including product price strategy, price segmentation and account strategies, price structures and product/platform evolution, new product/introductory pricing, negotiations, customer retention, rapid price adjustments, price tools and process, and organizational design.

He has led B2B, B2C, and B2B2C projects in a variety of industries including telecommunications, web services, insurance, banking, soft drinks, software, entertainment parks, plastics, transportation, tech, upstream oil and gas, steel, media and information services, and publishing.

His work has resulted in major lifts in client revenues through changes in revenue models and pricing structures, and from better bundling and capability builds such as negotiations. Lifts have ranges from 15% to as much a five-fold over periods of one year to five years.

Rob is the author of two leading books on pricing: Contextual Pricing (McGraw-Hill, 2011) and Winning the Profit Game (McGraw-Hill, 2004), both of which been recommended texts at business schools such as Stanford, Kellogg, and Columbia.

Prior to joining the firm, Rob was head of market innovation for Bloomberg in New York and head of strategy and chief pricer for LexisNexis.

Areas of Expertise

  • Pricing, including: strategy, segmentation, new product pricing
  • Price structures and product/platform evolution
  • Customer retention, rapid price adjustments
  • Information industry, publishing and online
  • Transportation, oil and gas, mining
  • Legal and tax services
  • Financial and insurance

Honors and Awards

  • Member, New York State Bar Association

Education

  • MBA, finance, Columbia University
  • JD, College of William and Mary
  • AB, economics, Stanford University
Experts
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