Fenmoor Specialty Underwriting / BB-Demo – Negotiation

Richard Thorne, the economic buyer, and procurement meet Tom Ashdown and Owen Tallis on the expansion for two new lines. The 5 Oct 2026 proposal is unpriced, Richard has questioned value, and the account has had no active owner since Priya Raman left on 28 Aug 2026.

Context: Richard Thorne and Louise Carver negotiate the addition for two new lines. Imogen Hartley, who sponsors it, is not on the attendee list, and Daniel Okafor, the CSM, is not attending.

Approach: Open with value before price. Use September usage of 64 active users and 2180 questions against the £125,000 contracted fee, then present the priced addition, ending with the current term and renewing on 1 Jul 2027.

Watch for: Richard cited about fifteen active users at the 17 Aug 2026 QBR, which differs from the usage record of 64. Agree which measure you are using before debating the fee.

Discount: Any discount applies to the first term only and is capped at 20%. The evidence does not show whether the priced offer or the value page has been sent, so confirm both before the call.

AI · claude-opus-5-5 · 11 Oct 2026