Grisedale Search & Selection / BB-Demo – Negotiation
Callcompleted
Grisedale Search & Selection: documents · 2025-09-23 12:30
Priya Raman and Owen Tallis negotiated a £2,614 expansion on the Starter plan. Stuart Haworth will not sign until the price conversation is had. Any concession is first-term only and signing is targeted for 30 Sep 2025.
What was said
What this says
Current to 11 Oct 26Priya Raman and Owen Tallis negotiated a £2,614 expansion on the Starter plan. Stuart Haworth will not sign until the price conversation is had. Any concession is first-term only and signing is targeted for 30 Sep 2025.
What happened: On 23 Sep 2025 Priya recapped the expansion at £2,614 in total, with signing targeted for Tuesday 30 September 2025. Stuart signs, but not before the price conversation.
Customer view: Lauren says the consultants value seeing open roles and complaints, but some still ask her to look things up. Stuart will back it if it gets consultants more placements, not if it is another unused login.
Commercial: Owen offered to look at something tied to the signing date, no figure given. It applies to this term only, and the expansion is priced at the standard rate at renewal on 1 May 2026.
Watch: Owen said the customer has room on its fifteen licensed users. The call does not show whether the order form was signed.
Themes
Current to 9 Oct 26Theme
Starter expansion price talk
Importance
upsell
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 to send a revised order form with the total and date and a one-page note, copying Carl Whittle.
- Stuart Haworth to review and sign by Tuesday 30 September 2025.
- Marcus Bell to walk the consultants through the brain after signing.
Risks
Current to 9 Oct 26- Stuart will not sign until the price conversation is had and doubts the value if consultants do not use the brain.
- Owen said there is room on the fifteen licensed users, so the expansion may not be needed.
- The first-term concession ends at renewal, so the price may be questioned again then.
Opportunities
Current to 9 Oct 26- The £2,614 Starter expansion can be signed by Tuesday 30 September 2025 and aligned to the 1 May 2026 renewal.
- Marcus Bell can walk the consultants through the brain so more of the team asks questions themselves.
Transcript
Priya Raman NoneHello, hello. Can everyone hear me alright? I've got Owen with me today, and I think Stuart and Lauren are just joining.
Stuart Haworth NoneLoud and clear. Afternoon. Did you watch the match at the weekend? Absolute shambles.
Owen Tallis NoneI did, and I'd rather not relive it. Afternoon, Stuart.
Lauren Pilkington NoneDon't get him started, we'll be here till teatime. Hi all. Quick one before we begin, one of the consultants asked me this morning if we could talk about who else can get into the brain. So that might be useful.- Priya Raman NonePerfect, that's exactly why we're here. Carl, are you with us? I can see you in the waiting room.
Carl Whittle NoneYes, sorry, just let myself in. Audio's a bit echoey, let me move the headset. Is that better?- Priya Raman NoneMuch better. Right, so a quick recap of where we are, and I'll keep it short because I know Stuart likes the headline. We've talked through the expansion on your Starter plan. The total for it is £2,614. We're aiming to get it signed by Tuesday 30 September 2025, so next Tuesday, and happy to make this easy to get over the line.
- Stuart Haworth NoneGive me the headline then. What's that cost? Two and a half thousand?
- Priya Raman None£2,614 in total, Stuart. That's the whole deal value, not a monthly thing.
- Owen Tallis NoneCan I just ask where we are against that date? Priya, what's the next dated step, and who signs?
- Priya Raman NoneStuart signs. He signs everything, so that's the one. The next step is a revised order form from me, then Carl looks it over.
- Stuart Haworth NoneYeah, that's right. I sign. But I'm not signing until we've had the conversation about the price. I always say, there's a conversation first.
- Owen Tallis NoneFair enough, and I'd expect nothing less. Before we get to that, can I understand what the team actually wants out of this? Lauren, you're closest to it.
- Lauren Pilkington NoneSure. So the way it works for us is the consultants open a client's account and they can see the open roles and any complaints before they pick up the phone. That's the bit they love. It saves us hours, honestly. Things used to get lost in inboxes.
- Lauren Pilkington NoneThe thing is, it's mostly me and a few of the others using it day to day. Some of the consultants still ask me to look things up for them, which defeats the point. So the more of them who can just get in and ask it themselves, the better.
- Stuart Haworth NoneWhat's in it for the consultants? That's what I keep asking. If it gets them more placements, I'm in. If it's another login nobody uses, I'm not.
- Priya Raman NoneThat's fair, and it's the right question. I'd say the expansion is about getting more of the team actually using it, so it's not another login. Lauren's point is exactly that.
- Lauren Pilkington NoneYeah, can the consultants see that? That's what I get asked. If the answer's yes and it's easy, they'll use it.
- Owen Tallis NoneMm. And Marcus is your customer success contact, he's been keeping an eye on usage. I won't speak for him, but the honest picture is that you've got room on your plan. You're licensed for fifteen users and not everyone's in there every week. So I'd want us to be sure you need to spend before you spend.
- Stuart Haworth NoneNow that's a first. A salesman telling me not to buy.
- Owen Tallis NoneI'd rather you were happy in a year than annoyed in a month. But the expansion is there if you want it, so let's talk about how it's set up.
- Priya Raman NoneYes, and I think Lauren's point is a good reason for it. If the consultants who are asking can get in, that's the bit that moves things.
- Carl Whittle NoneCan I come in on the money side? Sorry, I'm the one who'll be raising the payment. Is this going to be invoiced separately from the subscription, or does it get folded in? We're on £19,500 a year at the moment, and I want to be sure I'm not double counting anything.
- Priya Raman NoneGood question. The £19,500 is your annual subscription, that doesn't change. The expansion would sit alongside it. My suggestion is that we line it up with your contract end, which is 30 Apr 2026, so everything renews together on 1 May 2026 and you've only one date to manage.
- Carl Whittle NoneThat makes it tidier. And the payment terms are the same as the current ones?
- Owen Tallis NoneThirty-day terms, same as now. I'm happy to confirm that in the order form so it's written down.
- Carl Whittle NoneRight, good. I'll want that in writing, as you say. Stuart, I'll leave the rest to you.
- Stuart Haworth NoneGo on then, here's the conversation. £2,614. What's the best you can do?
- Priya Raman NoneSo, I'd like to make this easy. If we can get it signed by Tuesday 30 September 2025, I'm happy to see what I can do. Owen?
- Owen Tallis NoneYes. We can look at something on this one, and it'd be tied to that signing date, Stuart. What I won't do is let it become the baseline. A concession on the expansion applies to this term and doesn't carry into your renewal. Let's not discount twice.
- Stuart Haworth NoneHang on, say that again. So it's cheaper now, then goes back up?
- Owen Tallis NoneIt's a first-term gesture. When the term rolls over, the expansion is priced at the standard rate. Nothing hidden, I just want you to hear it from me now rather than find it in a renewal.
- Stuart Haworth NoneHmm. I like that you said it. Most people don't. Lauren, are you happy with this?
- Lauren Pilkington NoneI'm happy if it gets the consultants in. I'm not going to pretend I understand all of how it's set up behind the scenes, but if it works the same as what we've got, then yes.
- Priya Raman NoneIt does, same brain, same place, nothing for you to rebuild. Marcus can walk the consultants through it afterwards if that helps.
- Stuart Haworth NoneDo that. Right. I want to see it in one page. Don't send me a long email, I won't read it.
- Priya Raman NoneUnderstood, one page. I'll send the revised order form with the total and the date, and a short note to go with it. Carl, I'll copy you in so you've got the payment terms.
- Carl Whittle NonePlease. That's all I need.
- Owen Tallis NoneSo just to confirm the next dated step. Priya sends the order form this week, Stuart signs by Tuesday 30 September 2025. Anything else outstanding on your side?
- Stuart Haworth NoneNo. Send it over and I'll look. If it's what we said, it's done.
- Lauren Pilkington NoneTa, all. Speak soon.
- Priya Raman NoneThanks everyone. Best, Priya, and cheers.
Callsmade from