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

    Key Contact Information

    Contact external.sales@yale.edu for general questions regarding external sales. Below are key contacts for specific areas:

    Important Links