Strathcorran Renewables / BB-Demo – Negotiation

First negotiation with Fiona Gledhill, the economic buyer, on the unsigned £62,000 Growth proposal. Her Head of IT security review is a gate she set, and SSO and access-control scope are unresolved. The tier and price must be settled before an order form.

Context: Nothing is signed. The Growth proposal of 1 Oct 2026 offers £50,000 a year plus £12,000 implementation and supersedes the 28 Sep 2026 draft. The CRM deal sits at proposal stage with expected close 6 Nov 2026.

Approach: First confirm whether the Head of IT security review has happened. The records do not show it. Then settle tier fit openly: the security questionnaire states SSO and Ed Ingham needs maintenance and finance data kept apart, both Enterprise features. Owen Tallis should bring a priced Growth position and a priced Enterprise option. Any discount applies to the first term only, at most 20%.

Watch for: The access control promised inside Growth on 1 Oct 2026 holds its price only if the work is straightforward, so pin it down in writing. Ed, the champion, is not attending, and Rob Shaw in procurement may still need to see the order form.

AI · claude-opus-5-5 · 11 Oct 2026