Dunholm Precision / B-Brain – Negotiation
Callcompleted
Dunholm Precision: documents · 2024-09-23 16:30
Negotiation call on the Growth order form. Stuart Kenyon signs but trusts his team lead rather than the paper. Open points: a line-by-line split of £51,600, a quarterly invoicing option and signing by 25 Oct 2024.
What was said
What this says
Current to 11 Oct 26Negotiation call on the Growth order form. Stuart Kenyon signs but trusts his team lead rather than the paper. Open points: a line-by-line split of £51,600, a quarterly invoicing option and signing by 25 Oct 2024.
What happened: Tom Ashdown and Owen Tallis took Phil Royston and Karen Midgley through the draft Growth order form. Owen said £51,600 is the total value of the deal, including the one-off implementation fee, and not the annual subscription alone.
Customer view: Stuart does not read long documents and signs on his team lead's word that it works. Phil asked about the fixed term and renewal pricing, and Owen said it moves to the list at renewal with any discount applying to the first term only.
Commercial: Karen asked for quarterly invoicing on the subscription and for herself as invoice contact. Owen said it changes when the money arrives, not the contract value, and asked Tom to add it to the redraft as an option.
Watch: Stuart said he never pays for what he cannot see used, and the order form must state the notice window. The evidence does not show whether the form was signed.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the redraft to Phil Royston and Karen Midgley the next day, with the line-by-line split and the quarterly option.
- Tom Ashdown to state the notice window in the order form and confirm Karen Midgley as invoice contact.
- Stuart Kenyon to sign once Phil Royston has approved, aiming for 25 Oct 2024.
Risks
Current to 9 Oct 26- Stuart Kenyon signs on trust in his team lead rather than the paper, so any doubt about value later could surface at renewal.
- Phil Royston will not sign off before the redraft, so the 25 Oct 2024 signing date depends on the redraft arriving promptly.
- Stuart said he never pays for what he cannot see used, so visible usage after go-live matters.
Opportunities
Current to 9 Oct 26- Offering quarterly invoicing on the subscription meets Karen Midgley's cash concern without changing the contract value.
- Showing early usage to the team lead gives Stuart the visible value he asked for ahead of the first renewal.