Brannock Medical Supplies / BB-Demo – Negotiation
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Brannock Medical Supplies: documents · 2024-11-15 12:00
Andrew Pickering asked for movement on the £2,010 expansion and was told it will not be discounted. He agreed to sign by Monday 18 Nov 2024 once he has the order form in writing.
What was said
What this says
Current to 11 Oct 26Andrew Pickering asked for movement on the £2,010 expansion and was told it will not be discounted. He agreed to sign by Monday 18 Nov 2024 once he has the order form in writing.
What happened: Priya Raman and Owen Tallis closed out the open points with Helen, Andrew and Paula. Andrew's questions were what the £2,010 buys, whether the end date moves and whether the price can move.
Customer view: Andrew accepted the no-discount answer but wants it in writing, and said he would like to benchmark against what Brannock pays elsewhere. He also asked who he deals with if Priya moves on.
Commercial: Owen said the existing subscription is £41,800 a year and separate, with the renewal unchanged at 1 May 2025. Owen named Marcus for day to day and himself for anything commercial.
Watch: Andrew's benchmarking comment and continuity question both point to the renewal conversation.
Themes
Current to 9 Oct 26Theme
Expansion order form close
Importance
upsell
Sentiment
neutral
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman sends the order form and the note on what the account managers will see that day, confirming a separate invoice.
- Andrew Pickering reads the order form and reverts by 18 Nov 2024.
- Helen Varley is told the moment the capacity is switched on.
Risks
Current to 9 Oct 26- Andrew wants to benchmark the price against what Brannock pays elsewhere, which may resurface at the 1 May 2025 renewal.
- Andrew asked who he speaks to if Priya moves on, so continuity of contact matters to him.
Opportunities
Current to 9 Oct 26- Andrew said he will sign once he has read the order form, expected by Monday 18 Nov 2024.
- Helen wants the capacity live before the trust renewals start, which gives the expansion a clear purpose.
Transcript
Priya Raman NoneHello everyone. I think we've got all of us. Helen, Andrew, Paula, and I've brought Owen along, who's our VP Sales.
Andrew Pickering NoneGood afternoon. Forgive me, Owen, I don't think we've met. Might I ask what your role is in all this?
Owen Tallis NoneAfternoon, Andrew. Owen Tallis, I lead the account executives. Priya looks after you day to day. I'm here to make sure anything that needs a decision gets one.- Andrew Pickering NoneThank you. That's helpful. I like to know who I'm dealing with.
- Owen Tallis NoneFair enough. Priya, where do we stand against Monday?
- Priya Raman NoneSo, we've had the proposal with Helen and Andrew, the value of the expansion is £2,010, and we're working to Monday 18 November 2024. Today's about whatever's left to settle so Andrew can sign.
- Andrew Pickering NoneThank you. I have read the papers. I've three questions. First, what precisely does the £2,010 buy, and is it a single charge or something recurring?
- Owen Tallis NoneIt's the total value of the expansion, the figure on the order form. It isn't a new annual price for the account. Your existing subscription is £41,800 a year and that's separate.
- Andrew Pickering NoneUnderstood. Second, does it sit under the existing agreement, and is the end date unchanged? I have the current term ending 30 Apr 2025.
- Priya Raman NoneSame agreement, same end date. It doesn't move the renewal, which is 1 May 2025.
- Andrew Pickering NoneGood. Third, and I should say this plainly, I'd like to be able to benchmark this against what we pay elsewhere. Is there any movement on the figure?
- Owen Tallis NoneI'll be straight with you, Andrew. It's a small piece and it's already priced to the list that applies to your agreement. I'd rather not shave it and then have us both explaining it at renewal. Let's not discount twice.
- Andrew Pickering NoneThat's a clear answer, at least. I'm not going to argue on a call. I'd like that in writing, with the wording of what it covers.
- Owen Tallis NoneYou'll have it. Priya will send the order form today.
Helen Varley NoneCan I come in? I'll leave the price with Andrew. For me the question is whether the account managers have this before the trust renewals start. That's what I'm pushing for.- Priya Raman NoneUnderstood, Helen. Marcus has confirmed the detail on what they'll see, and it's in the note I sent. I'll resend it so it sits with the order form.
- Helen Varley NonePlease. And I'll want to know the moment it's switched on.
Paula Rennie NoneSorry, is it okay if I ask something? It's Paula, accounts payable. I just need to know how it will be invoiced. Is it on its own invoice, or does it join the annual one?- Priya Raman NoneGood question, Paula. I'd say its own invoice, so it's easy for you to match. I'll confirm that on the order form, so nobody has to guess.
- Paula Rennie NoneThat's great. And the terms are thirty days, same as the existing ones?
- Owen Tallis NoneThirty days, yes, same as you have now.
- Paula Rennie NonePerfect. Then I've nothing else. I'll look out for it.
- Andrew Pickering NoneOwen, one last thing. If I may ask directly. If Priya moves on, or the account changes hands, who do I speak to? I've had that before with suppliers.
- Owen Tallis NoneFair challenge. You'd have Marcus for the day to day, and me for anything commercial. You won't be left without a name.
- Andrew Pickering NoneI appreciate that. Thank you.
- Owen Tallis NoneSo who signs, and by when? That's my only question.
- Andrew Pickering NoneI sign. Once I've read the order form I'll revert, and I would expect that to be by Monday.
- Owen Tallis NoneMonday 18 November 2024. That works. Priya, anything to add?
- Priya Raman NoneJust who sends what. I send the order form and the note today. Andrew reads and revert by Monday. Paula has the invoicing detail. If anything changes, Helen, you'll hear from me first, and I'm very happy to make this easy.
- Helen Varley NoneThanks, all.
- Andrew Pickering NoneThank you. Kind regards to you all.
- Priya Raman NoneBye all.
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