External Sales Resources
This page contains useful information for external sales, including guidance, key contact information, and links to the relevant policy, procedures, and forms. Sales to external customers must comply with Policy 2100 Revenue Principles, General.
Training Materials
The following recording and supporting materials were presented in the Spring of 2022 to provide guidance on performing a Fair Market Value (FMV) Analysis to support external customer rates.
WATCH: FAIR MARKET VALUE ANALYSIS TRAINING
Recorded training focuses on topics 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.
Note that the FAQs Regarding the FMV for ESAP have been updated since this presentation to request 3 for-profit comparables, instead of 5, to support the FMV range. Additionally, if there are fewer than 2 comparable for-profit company rates for a service and the proposed external customer rates for that service do not meet the pricing expectations outlined in the Provost’s Office Guidance Regarding Pricing for External Customers (linked below), the rates of 3 non-profits and/or other academic institutions should be provided as additional data points.
Download SLIDES: FAIR MARKET VALUE ANALYSIS TRAINING
Slide deck for the above presentation on preparing a FMV analysis.
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
Contact external.sales@yale.edu for general questions regarding external sales. Below are key contacts for specific areas:
- External Sales Approval Process: Danielle Feldman, Senior Financial Compliance Analyst (danielle.feldman@yale.edu)
- TouchNet/ePay: Chelsey Toong, e-commerce Manager (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