Selected Projects Antitrust Testimony defining a major pipeline operator's relevant product and geographic markets, analyzing the competition and pricing structure within those markets, and refuting the market power claims made by plaintiffs in a private antitrust action. Testimony, based on an analysis of tariffed telephone rates, presenting both damages and the methodology used to estimate them and demonstrating that members of a consumer class paid excessive rates for long-distance telephone service. Pre-litigation market analysis to determine whether a client firm's rival was engaging in anticompetitive tying, non-price predation, or anticompetitive block booking with regard to offering a business utility software product. Internet & E-commerce Creation of wireless healthcare and M-commerce smart card strategies for the world's largest credit card association. The client's market positioning was assessed relative to the state of financial and healthcare services, the evolution of third-generation wireless technology, and current/forthcoming healthcare and mobile commerce initiatives. The assessment involved technical and market data reviews; querying key wireless system, VAR, network, HMO/PPO/pay-for-service and handset manufacturers' representatives; and participating in industry working group meetings. Senior management input was solicited from the client firm through the development and circulation of white papers on the state of wireless technology and alternative business planning options. A set of recommended smart card strategic alternatives was developed and ranked by cost, risk, feasibility, and pay-off. Completion of a comprehensive market analysis and strategic pricing study for one of the largest Web hosting/intelligent networking/content delivery companies. The client's market was analyzed including competitive service offerings, consumer segments and buying patterns, and rival's prices, terms and purchase incentives. Based on the findings from this research, a strategy was developed and presented to senior management for: 1) positioning and pricing clients' services by customer segment, and for 2) effectively responding to initiatives by client's competitors. Development of a pricing program for an Internet-based customer service management company. The prices, terms, and service-level agreements embedded within client's existing contracts with customers were first analyzed. Then the client's accounting costs of providing service were determined and translated into economic costs. New usage-based prices and contract terms were devised to recover the true costs of serving customers while simplifying the sales process and enabling the client to forecast the financial and resource impact of proposed price, term, and service-level changes. Development of strategic pricing structure for Internet streaming media company. Determined client's economic costs and competitors' pricing approaches and objectives, forecasted market uptake and likely responsive pricing moves by substitute and complementary service providers, and segmented client's customer base using demographic and willingness-to-purchase data. Created user-friendly program by which client could project the revenue results associated with alternative pricing tactics. Incorporated variable for possible taxation obligations which may be imposed by federal, state or local government entities at some future point. Telecommunications Undertook a comprehensive marketing study to establish competitive pricing for services offered by one of the nation's largest telecommunications companies. Descriptions of and prices for all residential services were incorporated into a survey administered to a representative sample of customers. The survey's findings were input to a specifically configured conjoint analysis from which customers' preferences and willingness-to-pay for each service were determined and consumption patterns forecasted. From this research, the client was provided with information as to which customer types would pay how much for given services and service combinations. Development of strategies to be used by a major wireless telecommunications company in minimizing the cost and maximizing the value of system and operational changes mandated by federal regulation. Federal and state regulations were analyzed to determine their likely impact on client's system and operations and the timing of their implementation. Based on client's pre-existing competitive and market objectives, strategic options were generated to contain the costs of regulatory compliance, enhance current offerings, and develop new services for business and residential customers. Creation of a market entry plan for a venture to offer Internet access and service-provision via high-frequency wireless network. A comprehensive overview was undertaken of the market for Internet service provisioning and access by fixed line, cable, and wireless telecommunications providers. The client's offerings were analyzed relative to their projected successes, shortcomings, and the market potential of competitive services. A strategic entry, cost, and revenue plan was created to position client's service for commercial success within the market for ISP and Internet access services. Top Of Page What We Do Industries Served Practice Areas What Is ESC? Selected Publications/Presentations