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Business-to-Business Services: Pricing, Contracting and Value-based Mechanism Design

Grant reference: RES-331-27-0024

Other publication/report details

Title Outcome-based contracting : changing the boundaries of B2B customer relationships : an executive briefing

Description Outcome-based contracts (OBC) work effectively by only delivering specified outcomes then and only then does the customer pay. Rather than paying for activities and tasks the customer can benefit by knowing the outcome they require without the ins and outs of the process. This report reveals how the OBC can benefit organisations by lowering costs, increasing motivation and the opportunity for greater control, innovation and efficiency.

Url http://www.aimresearch.org/uploads/file/Publications/EBs/AIM%20OBC%20FINAL.pdf

Url Description Full text

Language English

Primary contributor

Author Irene Ng

Additional contributors

Author Jason Williams

Author Andy Neely

Keywords

business-to-business; customer relationships; value; service contracting; businesses

Additional details

Is this item peer reviewed? No