• 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. Pricing - the basic options
3. The basic principle
4. How to determine value?
5. Process
6. Value matrix (1)
7. Scope
8. Buying criteria
9. Analytical hierarchy process
10. Buying criteria and window of acceptability
11. Quantifying value per point
12. Analytical hierarchy process results
13. Value matrix (2)
14. Results
15. Conclusions
16. Questions this can help us with...
17. Summary

Topics Covered

• Pricing: the basic options
• The basic principle
• How to determine value
• Process
• Value matrix
• Scope
• Buying criteria
• Analytical hierarchy process
• Window of acceptability
• Qualifying value per point
• Results
• Conclusions

Links

Series:

• Pricing on Value

Categories:

• Finance, Accounting & Economics

Talk Citation

Publication History

• Published on August 10, 2010