• 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. Value based pricing
3. Talk objectives
4. Comparison of profit levers
5. Effect of price increases
6. Effect of price decreases
7. The importance of value
8. The 'value triad'
9. The goal of value based pricing
10. The customer value map
11. Points in value based pricing
12. Conditions for value based pricing
13. Calculating the value based price
14. Building the value based price
15. The negotiation corridor
16. A simple example (1)
17. A simple example (2)
18. Summary
19. Closing remarks

Topics Covered

• Value measures
• Customer value map
• Value line
• Customer value
• Value perception
• Cost reduction
• Revenue gain
• Increasing revenue
• Building profitability
• Growing profitability
• Profit building
• Revenue growth
• Profit growth
• Differentiation
• Price building
• Competitive pricing
• Reference pricing
• Emotional contribution
• Emotions
• Value in use
• How to price effectively
• Pricing methods
• Pricing approaches

Links

Series:

• Pricing on Value

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on August 10, 2010