• Philosophy of CVBP
• 46 min
  1. Challenge of value: building customer value through understanding

  • Mr. Harry Macdivitt
• 83 min
  2. Conventional pricing 1

  • Mr. Ricky Coussins
• 36 min
  3. Conventional pricing 2

  • Mr. Ricky Coussins
• 68 min
  4. Differentiating

  • Mr. Ian Thomas
• 56 min
  5. Customer Value Assessment for Value-Based Pricing

  • Dr. Bradley T. Gale
• 43 min
  6. Value based pricing on customer value

  • Mr. Mike Wilkinson
• 63 min
  7. Value based selling

  • Mr. Alan Melkman
• 35 min
  8. Economics and value based pricing

  • Dr. Iestyn Williams
• 43 min
  9. EU competition law and illegal/abusive pricing

  • Prof. Barry Rodger
• 30 min
  10. The value proposition

  • Prof. Bill Donaldson
• CVBP in specific industries
• 15 min
  11. Pricing on Value in Engineering

  • Mr. Tom Rebbitt

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Introduction to value
3. About the series
4. What this talk is about
5. The word "value" has itself become devalued
6. Some industries that are now using VBP
7. What is value?
8. What is value? - answers managers have given
9. A couple of definitions
10. Why value is important
11. Value? let's look at water
12. The Value Triad
13. What is a value driver?
14. Tangible and intangible value "drivers"
15. Value - conventional & contemporary thinking
16. Perceptual mapping (1)
17. Perceptual mapping (2)
18. Customer value line
19. Bad business management
20. Demanding an impossible task!
21. The cost of ignoring value
22. Gary Hamel on competition
23. Thank you for listening!

Topics Covered

• Role of value in all business transactions
• Value concept poorly understood
• Value Triad framework to analyse Value
• Identifying and using Value Drivers
• Importance of building Value thinking throughout the value chain

Links

Series:

• Pricing on Value

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on August 10, 2010