Lornefield Pensions Administration / B-Brain – Negotiation
Callcompleted
Lornefield Pensions Administration: documents · 2023-02-28 16:45
Pre-signature negotiation. Finance Manager Morag Lindsay put four numbered questions on invoicing and term. Douglas Baird asked for commercial flexibility as a design partner. Nell Ashcombe offered a first-term discount only, with signature targeted for 17 Mar 2023.
What was said
What this says
Current to 10 Oct 26Pre-signature negotiation. Finance Manager Morag Lindsay put four numbered questions on invoicing and term. Douglas Baird asked for commercial flexibility as a design partner. Nell Ashcombe offered a first-term discount only, with signature targeted for 17 Mar 2023.
What happened: Nell Ashcombe took Douglas Baird, Imogen Hartley and Morag Lindsay through the proposal. Morag asked four questions on deal amount, invoice timing, term start and later additions, and Nell answered each.
Customer view: Douglas said he and Imogen were content with the scope and wanted terms Morag was comfortable with. Morag said she could not agree anything on the commitment herself, so Douglas holds the decision.
Commercial: Douglas asked for flexibility as an early design partner. Nell said discounting is limited and only on the first term, and asked in return for a named owner, monthly feedback and an agreed start date.
Watch: The term start is left for Imogen to confirm with Daniel, and the revised order form was to follow that week. Signature was targeted for 17 Mar 2023.
Themes
Current to 9 Oct 26Theme
Order form commercial terms
Importance
renewal
Sentiment
positive
Voice
decision-maker
Who was there
B-Brain
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Nell to send the revised order form that week with Morag's four points and the invoice triggers written down.
- Imogen to confirm the start date with Daniel so it can appear on the order form.
- Douglas to review and return the order form ahead of the 17 Mar 2023 target.
Risks
Current to 9 Oct 26- The term start date is not yet agreed and depends on Imogen confirming it with Daniel.
- Morag has no authority to commit, so signature depends on Douglas returning the order form in good time.
Opportunities
Current to 9 Oct 26- Douglas said he and Imogen are content with the scope, so signature looks close.
- Later additions of users or connectors would be new invoiced lines under the same terms.
Transcript
Nell Ashcombe NoneHello everyone. I can see Douglas and Imogen. Is that Morag joining? Hello Morag, I'm Nell.
Morag Lindsay NoneHello, yes, Morag Lindsay, finance. Douglas asked me to join. I'm afraid I'll have a few questions.- Nell Ashcombe NoneGood, that's what I hoped. Before we start, what would each of you like to leave this call with?
Douglas Baird NoneThank you, Nell. Where things stand is that Imogen and I are content with the scope, and I'd like us to settle the commercial terms in a manner that Morag is comfortable with, so that we are in a position to sign.
Imogen Hartley NoneAnd I'd like us to keep the momentum. Let's make it count.- Morag Lindsay NoneMine is simple. I'd like to be clear on what we would be invoiced, when, and for what period. I've got the proposal in front of me and I've got four numbered questions, if that's all right.
- Nell Ashcombe NoneGo ahead, Morag. Numbered is perfect.
- Morag Lindsay NoneOne. The deal amount on the proposal. Can you confirm what that covers, and whether it's an annual figure?
- Nell Ashcombe NoneYes. It's the total value of the deal. It includes the one-off implementation fee. So it's not an annual price. The order form splits it into the implementation and the annual subscription as separate lines.
- Morag Lindsay NoneThank you. So for our records, there are two charges, not one.
- Nell Ashcombe NoneTwo charges. One for the implementation at the start, one for the subscription.
- Morag Lindsay NoneTwo. When is each one invoiced?
- Nell Ashcombe NoneThe subscription is annual, in advance, on thirty-day terms. The implementation fee is a fixed fee and I'd propose we invoice it when the work starts. I'm happy to put the exact trigger in writing so there's no doubt.
- Morag Lindsay NoneI'd want it in writing, yes. And can you confirm the period that each invoice covers? I'd want the contract period printed on the invoice itself.
- Nell Ashcombe NoneThat's a fair thing to ask and that one's easy. The subscription invoice will state the start and end of the twelve-month term. The implementation invoice will say it's one-off and not part of a period. I'll make sure our team does it that way.
- Morag Lindsay NoneThank you. Three. If the start date moves, does the term move with it, or does the clock start on signature?
- Nell Ashcombe NoneGood question. I'd say the term starts at a start date we agree in the order form, rather than at signature. Daniel will want to confirm it with Imogen so the implementation and the term line up.
- Imogen Hartley NoneYes. I'd rather we started once my team has the time, not while two of them are away. We can agree it.
- Morag Lindsay NoneThen I'd ask that the agreed start date appears on the order form. Four. If we ask for more users or connectors later, is that a new invoice or an amendment to this one?
- Nell Ashcombe NoneA new line, with its own invoice, and it would be priced against the same terms. We'd never change an existing invoice. You'd always have a clean record for the original and a separate record for anything added.
- Morag Lindsay NoneThat's clear. Thank you. I should say, I can't agree anything on the commitment myself. That would be for Douglas.
- Douglas Baird NoneQuite right, Morag, and thank you for the rigour. Nell, in fairness, I did want to ask whether there is any flexibility on the commercial side, given that we are being asked to move early as a design partner.
- Nell Ashcombe NoneI'll be direct, Douglas. Discounting is limited, and only on the first term. What I can do is look at it as part of the design partnership. I'd rather give you something you can rely on than make a big gesture and then have to walk it back.
- Douglas Baird NoneI'd welcome that. And what would you need from us in return?
- Nell Ashcombe NoneThree things. A named owner on your side, which I'm assuming is Imogen. Honest feedback every month or so. And a start date we've both agreed, so the implementation team can plan.
- Imogen Hartley NoneI'm happy to be the owner. I've been the one asking for it, after all.
- Douglas Baird NoneThen I think we are close. May I suggest that you send the revised order form, with Morag's points reflected, and I will aim to have it considered and returned in good time.
- Nell Ashcombe NoneThat works. We've been working to Friday 17 March 2023 as the date we'd like it signed by, so there's a fortnight or so of slack. I'll get you the order form this week, Morag's four points in it, the invoice triggers written down, and the start date left for Imogen to confirm with Daniel.
- Morag Lindsay NoneMany thanks. I'll review it with the proposal alongside.
- Douglas Baird NoneThank you, Nell. Kind regards to you.
- Nell Ashcombe NoneBest, Nell. Thanks all.
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