Grisedale Search & Selection / BB-Demo – Proposal
Callcompleted
Grisedale Search & Selection: documents · 2024-03-05 15:00
Proposal call for the Starter tier at £26k, first-year total including implementation. Stuart Haworth called it a chunk and will not sign without a price conversation. Priya Raman offered a revised first-term figure if signed by 18 Mar 2024.
What was said
What this says
Current to 11 Oct 26Proposal call for the Starter tier at £26k, first-year total including implementation. Stuart Haworth called it a chunk and will not sign without a price conversation. Priya Raman offered a revised first-term figure if signed by 18 Mar 2024.
What happened: Priya Raman presented the Starter tier proposal to Stuart Haworth and Lauren Pilkington on 5 Mar 2024. The price was £26k, implementation included, and Stuart asked whether that was the annual figure.
Customer view: Stuart called the number a chunk and said he does not sign without a conversation about it. Lauren, the Operations Manager, wants consultants to see client roles and complaints without coming to her.
Commercial: Priya said £26k is the first-year total deal value including the one-off implementation, not a yearly price. She offered a revised first-term figure in writing if the paperwork is signed by 18 Mar 2024.
Watch: Stuart wanted Lauren's word that the consultants will use it, so adoption is his condition. The evidence does not show the revised figure.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman sends a one-page proposal the next day with the total, what is included and the revised figure with its date.
- Priya follows with a short chat later in the week if Stuart has questions.
Risks
Current to 9 Oct 26- Stuart Haworth found the £25,500 first-year total a chunk and will not sign without a conversation on the number.
- He doubts the consultants will use the tool and wants Lauren Pilkington's assurance on adoption.
- The revised first-term figure is tied to signing by 18 Mar 2024, which creates a deadline pressure.
Opportunities
Current to 9 Oct 26- Starter tier for one team, with Lauren as champion and Nadia as admin.
- Lauren sees clear time savings: consultants asking the brain instead of coming to her.
Transcript
Stuart Haworth NonePriya, hello. Did you see the game at the weekend? Absolute shambles from the back.
Priya Raman NoneI caught the highlights, which was enough. Afternoon, Stuart. Afternoon, Lauren.
Lauren Pilkington NoneAfternoon! Don't get him started, he'll talk about it all hour.- Stuart Haworth NoneFair enough. Right, give me the headline. What are we here for?
- Priya Raman NoneStraight in, I like it. Quick recap, to keep momentum. Lauren's team saw the demo on your own data, they liked how the consultants see a client's open roles and complaints in one place, and today is the proposal. If we can get this over the line by 18 March 2024, we're moving fast.
- Stuart Haworth NoneOkay. What's in it for the consultants?
- Priya Raman NoneFewer surprises. Before they ring a client they can see what roles are open and whether there's an unhappy email sitting in someone's inbox. Placing people faster, fewer fee-losing slip-ups.
- Lauren Pilkington NoneThat's it really. Becky said it was her whole week. Can the consultants see that without asking me, that's the thing. At the moment they come to me for everything.
- Stuart Haworth NoneSo it takes pressure off you.
- Lauren Pilkington NoneA lot, yes.
- Stuart Haworth NoneFine. What's that cost?
- Priya Raman NoneIt's the Starter tier. £25,500, all in, implementation included. That covers getting your CRM and mailboxes connected over about four weeks, then the subscription for the year.
- Stuart Haworth NoneTwenty-five and a half. Hmm. That's a chunk.
- Priya Raman NoneI hear you. It's a fixed fee, so there's no surprise bill in week three, and it's for one team, which is what you'd be.
- Stuart Haworth NoneIs that the annual, or is that the whole thing?
- Priya Raman NoneGood question, and worth being clear. That figure is the total deal value for the first year, so it includes the one-off implementation. It's not what you'd pay every year. I'll put the split in writing so there's no confusion later.
- Stuart Haworth NoneRight. Because I'm not signing anything I can't explain to my partners.
- Lauren Pilkington NoneStu, I did say it'd be one page. She's good on that.
- Stuart Haworth NoneGood. Now, I don't sign without a conversation about the number. Where's the room?
- Priya Raman NoneI can look at something on the first term. If we can get the paperwork signed by 18 March 2024, I'd be happy to put a revised figure in writing, with that date on it.
- Stuart Haworth NoneDate on it. So that's your pressure, not mine.
- Priya Raman NoneHa, a bit of both. It's honestly so I can hold the implementation slot for you.
- Lauren Pilkington NoneCan I ask something practical? Who looks after us afterwards? Nadia'll be the admin but I'm the one people shout at.
- Priya Raman NoneMarcus Bell, our customer success manager. He does the check-ins and helps you get the consultants using it, so you're not left to it.
- Lauren Pilkington NoneBrilliant. That'd save us hours.
- Stuart Haworth NoneWhat if it doesn't work? What if the consultants ignore it?
- Priya Raman NoneFair. That's why we start with one team and Lauren as champion. If the consultants use it in the first weeks, you'll see it in the questions they ask. If they don't, Marcus will flag it early, not at renewal.
- Stuart Haworth NoneI want to hear that from Lauren. Will they use it?
- Lauren Pilkington NoneHonestly, yes. Becky asked about it three times in the demo. I'll make sure nobody's left struggling.
- Stuart Haworth NoneGood enough. What do I need to do?
- Priya Raman NoneNothing today. I'll send a short proposal tomorrow: the headline, the total, what's included, and the revised figure with its date. Read it in two minutes, tell me what you think.
- Stuart Haworth NoneShort. Not a book.
- Priya Raman NoneOne page, I promise. Then a quick chat later in the week if you've questions.
- Lauren Pilkington NoneI'll nudge him if he goes quiet.
- Stuart Haworth NoneShe will, too. Right, go on then, send it over.
- Priya Raman NoneThanks both, really helpful. Speak soon.
- Stuart Haworth NoneCheers. Stu.