Grisedale Search & Selection / BB-Demo – Negotiation
Callcompleted
Grisedale Search & Selection: documents · 2024-03-27 13:30
Stuart Haworth, who alone signs, wants comfort on the £25,500 Starter deal. Owen Tallis offered a concession on either the first term or the set-up fee, not both, if signed by 17 Apr 2024. A revised order form follows.
What was said
What this says
Current to 12 Oct 26Stuart Haworth, who alone signs, wants comfort on the £25,500 Starter deal. Owen Tallis offered a concession on either the first term or the set-up fee, not both, if signed by 17 Apr 2024. A revised order form follows.
What happened: Priya Raman framed £25,500 as the whole deal value, the first year's subscription plus the one-off set-up fee. It is not the annual price.
Customer view: Stuart said he does not sign without a conversation on price and that he signs alone. Lauren Pilkington backed the product and wants it live without delay.
Commercial: Owen offered room on the first term or on the set-up, not both, lapsing after 17 Apr 2024. Lauren leaned towards fixing the set-up.
Watch: Stuart asked what is in it for the consultants and judges value by fee income per head. Adoption by the consultants is untested.
Themes
Current to 9 Oct 26Theme
Starter price negotiation
Importance
renewal
Sentiment
mixed
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 Stuart a short revised order form with the concession and the deadline the next day.
- Lauren Pilkington sends Priya the list of who needs access this week.
- Stuart Haworth decides whether to sign by 17 Apr 2024.
Risks
Current to 9 Oct 26- Stuart will not sign without a price concession, and the offer lapses after 17 Apr 2024.
- Stuart sees a new tool as another login for the consultants, so adoption is unproven.
Opportunities
Current to 9 Oct 26- A single signer with no committee means a quick decision if the number works.
- Lauren sees the combined client, roles and complaints view saving the team hours.
Transcript
Stuart Haworth NoneAfternoon! Can you hear me? I've got the kettle going behind me, so apologies if it screams.
Priya Raman NoneLoud and clear, Stu. Afternoon, Lauren. Owen's just joining, I think.
Owen Tallis NoneHere. Sorry, last call overran. Afternoon, all.- Stuart Haworth NoneRight, did anyone watch the game last night? Second half was painful. Absolutely painful.
- Owen Tallis NoneI caught the last twenty minutes. Wish I hadn't.
Lauren Pilkington NoneHe's been going on about it since nine o'clock this morning.- Stuart Haworth NoneBecause it matters, Lauren. Anyway. Go on, Priya, give me the headline.
- Priya Raman NoneHappy to. So, quick recap to keep momentum. You've seen the demo on your own data, Lauren's had the consultants poke at it, and today is the commercial conversation. It's the Starter tier, one team, so the consultants and Lauren see client accounts, open roles and client complaints in one place. The number on the table is £25,500, implementation included, and the date we've pencilled for getting this signed is 17 Apr 2024.
- Stuart Haworth NoneWhat's that cost per year, though? Plain English.
- Priya Raman NoneFair question, and I want to be clear on it. The twenty-five and a half is the whole deal value. That's the first year's subscription plus the one-off set-up fee, all in. It's not the annual price. The annual part is lower.
- Stuart Haworth NoneRight. And the set-up bit is what, exactly?
- Priya Raman NoneFixed fee, one-off. Connecting your systems, mapping the fields, getting the first refresh to land properly. Then it's just the subscription.
- Lauren Pilkington NoneQuick one before we get stuck into price. One of the consultants asked me this morning whether they'd see a client's complaint next to the open roles, or whether that's a different screen.
- Priya Raman NoneSame place, Lauren. That's the view we built in the demo. Client, roles, anything that's come in from them.
- Lauren Pilkington NoneBrilliant. That'd save us hours. Honestly, last month a client rang to moan and the consultant hadn't seen the email. It had gone to someone else's inbox.
- Stuart Haworth NoneYeah, yeah, I remember that one. Cost me a lunch. Look, what's in it for the consultants? That's what I keep asking. A new tool is another login to them.
- Lauren Pilkington NoneIt's fewer things lost, Stu. They stop asking me where stuff is. They just ask the brain.
- Stuart Haworth NoneMm. Fine. Fee income per head is what I care about. If they place more because they're not chasing, good. Now cash. I'll be straight with you, Priya, I don't sign without a conversation on price. What can you do?
- Priya Raman NoneUnderstood, and I'm happy to make this easy. That's why Owen's on. Owen?
- Owen Tallis NoneThanks, Priya. Stuart, first thing from me: where do we stand against the date? We've got 17 Apr 2024 pencilled. What's the next dated step on your side?
- Stuart Haworth NoneHonest answer? I need to be comfortable on the number. Then it's me who signs. Nobody else, no committee.
- Owen Tallis NoneGood. That's what I wanted to know. Who signs, and you've told me. So, here's where I can go. There's some room on the first term. I won't be quoting anything beyond the first term, because we don't discount twice. And it comes with a deadline.
- Stuart Haworth NoneWhat's the deadline?
- Owen Tallis NoneSigned by 17 Apr 2024. After that it lapses and we're back to the number we've just talked about.
- Stuart Haworth NoneAnd if I sign sooner?
- Owen Tallis NoneSooner is fine. Nothing changes on the number, we just get you going earlier.
- Stuart Haworth NoneHm. I'd want something on the set-up fee as well, mind. If I'm paying to have it plugged in...
- Owen Tallis NoneLet's not discount twice, Stuart. Either we look at the first term or we look at the set-up. I'm not doing both. Which would help you more?
- Stuart Haworth NoneAnswering a question with a question. Cheeky.
- Owen Tallis NoneOccupational habit.
- Lauren Pilkington NoneCan I jump in? Stu, from where I sit the set-up is the bit I'd rather get right. It's the one-off. The subscription I can defend to the consultants.
- Stuart Haworth NoneSo you'd take the cut on the first year?
- Lauren Pilkington NoneI'd take whichever gets it signed and live. I just don't want it dragging out, that's all.
- Priya Raman NoneThat's fair, Lauren. Let me suggest this. Owen and I go away today, work out which side the concession sits on, and I send you the revised order form in writing, with the deadline on it, so nothing is ambiguous.
- Stuart Haworth NoneBy when?
- Priya Raman NoneTomorrow, end of the day.
- Stuart Haworth NoneShort email, please. I don't read long ones. Give me the number, the date and where to sign.
- Priya Raman NoneThree lines. Promise.
- Owen Tallis NoneOne more thing from me. If you are going to sign, I'd rather you did it with the full picture. Lauren, is there anything in the demo you felt was missing for the consultants? Better now than after.
- Lauren Pilkington NoneNot missing, no. I'd like the list of who gets access sorted before we start, so nobody is left out on day one. I can do that this week.
- Owen Tallis NoneGood. Priya will pick that up with you after the call.
- Stuart Haworth NoneRight. Anything else I should know, or are we done? I've a candidate on the other line, well, in ten minutes.
- Priya Raman NoneThat's everything on my side. So, to land it. I send the revised order form tomorrow with the concession and the deadline. Stu reads it, and if it works, signs by 17 Apr 2024. Lauren sends me the access list this week.
- Stuart Haworth NoneSounds right. Don't forget what you've promised me on the price.
- Owen Tallis NoneWe won't. It'll be in the email.
- Lauren Pilkington NoneTa, everyone. Speak soon.
- Priya Raman NoneThanks all. Best of luck with the match, Stu.
- Owen Tallis NoneThanks, all. Bye for now.
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