 | Leslie has a broad background in value-based marketing, information services, and technology that spans both industry and academia. Teaching business-to-business marketing strategy at Bentley College in Waltham, Massachusetts, Leslie's current research focuses on how value estimation techniques that have been at the center of her teaching and training activities can be used to assess the worth of information and knowledge management services. |
Prior to joining the Bentley faculty, she taught pricing strategy and international business at Boston University. While there she also completed her Doctorate in Business Administration. Her dissertation won a national competition sponsored by the Council for the Advancement and Support of Education.
Her work has resulted in articles in trade publications as well as refereed journals and includes articles on effective interpersonal communication in the Journal of Interactive Marketing and in the CASE International Journal of Educational Advancement. Leslie has also presented her work at Harvard University's Center for Literary and Cultural Studies, Communications and Culture. Along with Dick Harmer, she has also spoken frequently at national conferences on value-based marketing and pricing.
In an earlier life, Leslie's background in information and library science led to a career in the IT industry where she practiced what she now preaches, first as a Marketing Manager at Digital Equipment Corporation during its heyday, then as a Director with Groupe Bull, the French computer company.
She can be contacted here.
Dick has taught and consulted in the areas of pricing, marketing strategy, and organization development for nearly 30 years. With an MBA and doctoral work at the Harvard Business School, he has taught at several Boston-area schools, including Northeastern University, Bentley College, and Boston University.
While at Boston University, Dick led the faculty team that developed the Cross-Functional Core, a set of courses that weave marketing, operations, finance, and information systems into a single project-based learning experience. In 1997, "The Core" received the Decision Science Institute's highest award for innovations in management education.
While at B.U., Dick also founded the Strategic Pricing Group with Thomas Nagle and Reed Holden, authors of The Strategy and Tactics of Pricing, now in its 3rd edition.
Dick has led strategy seminars and workshops in over thirty countries in both product and service industries. He has emerged as one of the field's thought leaders in the areas of customer value and B2B marketing strategy. His model of buyer negotiation and purchase behavior has been widely adopted by practitioners and other consulting firms.
He can be contacted here.
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