Thomas T. Nagle, Fellow

Tom is recognized as a leader in value-based pricing and profit-driven growth strategy. His book, The Strategy and Tactics of Pricing, now in its sixth edition and translated into 9 languages, is the gold-standard reference and a widely adopted text at leading business schools. For many years, Tom was a professor at the University of Chicago and Boston University business schools. He also served on the executive program faculty at The University of Chicago and the Management Centre Europe.

Thomas T. Nagle


Tom has been consulting on pricing and profit-driven growth for over 40 years. He was the founding partner at the Strategic Pricing Group, which was acquired by Monitor Group in 2005, where he was a Senior Partner. More recently, he was a Senior Advisor at Monitor Deloitte.

Tom’s career highlights include:

  • Developed “Financial Analysis for Profit-driven Pricing” to optimize price changes when demand elasticity is an unknown
  • Developed strategies for quantifying the value of multiple innovative pharmaceuticals, aligning prices with value across indications and institutional settings, thus driving both increased profit and patient access
  • Designed and delivered multiple initiatives to re-engineer the pricing process at B-to-B companies, and train at all levels, to replace reactive, cost-based pricing tactics with value-based pricing strategies that drive more profitable growth. See link.

Tom has his M.A. and Ph.D. (Economics) from UCLA, and his B.S. (Economics) from Penn State University.

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