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The capability chain behind a value price
A value price is credible only when the evidence can travel from value event to buyer translation, negotiation, delivery, and review.
| Capability link | Question | Evidence that can travel | Failure signal |
|---|---|---|---|
| Value event | What changes for the buyer or user? | Named workflow, risk, time, revenue, or service event. | The claim says value without naming an observable change. |
| Baseline | Compared with what? | A prior process, alternative, cost, or bounded counterfactual. | The benefit has no comparison field. |
| Translation | Who must understand it? | Buyer-facing explanation linked to the role and decision. | The seller's internal measure is repeated as buyer proof. |
| Negotiation | What shapes the number? | Value evidence plus reference, alternatives, terms, and bargaining position. | A concession is relabelled as quantified value. |
| Delivery check | Did the value occur? | Post-sale observation with a date, owner, and disconfirming result. | The expected value becomes a realized-value claim without a test. |
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Reference & Evidence
Source: Author's synthesis of Kleinaltenkamp, Prohl-Schwenke, and Keränen (2022), Lawrence et al. (2019), Grennan (2013), and Biemans, Malshe, and Johnson (2022). The rows are governance checks, not a validated pricing score.
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