External Sales Resources

This page contains useful information for external sales. Sales to external customers must comply with Policy 2100 Revenue Principles, General and Procedure 2100 PR.02 External Sales Approval Process.

• Trainings and Workshops
• Guidance
• Key Contact Information
• Important Links

Trainings and Workshops

Introduction to the External Sales Approval Process (ESAP)

An 18-minute overview of ESAP, including how to prepare an ESAP request with the appropriate supporting materials.

WATCH: INTRO TO ESAP

SLIDES: INTRO TO ESAP

Fair Market Value Analysis Training

Provides guidance on performing a Fair Market Value (FMV) Analysis to support external customer rates, including an overview of the FMV analysis, pricing for external customers, FAQs, filling out the FMV template, and documenting the analysis through a narrative and screenshots. Please note that the FAQs Regarding the FMV for ESAP have been updated since this presentation, including expectations around the number of comparables needed.

Watch: FAIR MARKET VALUE ANALYSIS TRAINING

SLIDES: FAIR MARKET VALUE ANALYSIS TRAINING

Guidance

• Provost’s Office Guidance Regarding Pricing for External Customers
• FAQs Regarding the Fair Market Value (FMV) Analysis for ESAP
• FMV Template Example
• FMV Decision Tree

Key Contact Information

Below are key contacts for specific areas related to external sales:

• ESAP Owner: Danielle Feldman (danielle.feldman@yale.edu)
• TouchNet/ePay: Chelsey Toong (chelsey.toong@yale.edu)

Important Links

• Policy 1410 University Service Providers
• Policy 2100 Revenue Principles, General
• 2100 PR.01 Executing Revenue Agreements
• 2100 PR.02 External Sales Approval Process
• 2100 FR.01 External Sales Approval Request – Short Form
• 2100 FR.02 External Sales Approval Request – Standard Form
• 2100 FR.03 External Sales Annual Renewal Form
• 2100 FR.04 External Sales Compliance Checklist
• 2100 FR.05 External Sales Fair Market Value (FMV) Analysis Template