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- Philosophy of CVBP
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1. Challenge of value: building customer value through understanding
- Mr. Harry Macdivitt
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2. Conventional pricing 1
- Mr. Ricky Coussins
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3. Conventional pricing 2
- Mr. Ricky Coussins
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4. Differentiating
- Mr. Ian Thomas
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5. Customer Value Assessment for Value-Based Pricing
- Dr. Bradley T. Gale
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6. Value based pricing on customer value
- Mr. Mike Wilkinson
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7. Value based selling
- Mr. Alan Melkman
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8. Economics and value based pricing
- Dr. Iestyn Williams
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9. EU competition law and illegal/abusive pricing
- Prof. Barry Rodger
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10. The value proposition
- Prof. Bill Donaldson
- CVBP in specific industries
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11. Pricing on Value in Engineering
- Mr. Tom Rebbitt
Printable Handouts
Navigable Slide Index
- Introduction
- Introduction to value
- About the series
- What this talk is about
- The word "value" has itself become devalued
- Some industries that are now using VBP
- What is value?
- What is value? - answers managers have given
- A couple of definitions
- Why value is important
- Value? let's look at water
- The Value Triad
- What is a value driver?
- Tangible and intangible value "drivers"
- Value - conventional & contemporary thinking
- Perceptual mapping (1)
- Perceptual mapping (2)
- Customer value line
- Bad business management
- Demanding an impossible task!
- The cost of ignoring value
- Gary Hamel on competition
- 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
Talk Citation
Macdivitt, H. (2010, August 10). Challenge of value: building customer value through understanding [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved February 10, 2025, from https://doi.org/10.69645/OZFU5063.Export Citation (RIS)