Hallam Ferrier / BB-Demo – Proposal
Callcompleted
Hallam Ferrier: documents · 2026-09-10 13:30
Proposal call on 10 Sep 2026: Hallam Ferrier heard the Growth tier at £62k total deal value, implementation included. Richard Staniforth will not sign before the partners agree and wants a one-page, per-person cost summary first.
What was said
What this says
Current to 12 Oct 26Proposal call on 10 Sep 2026: Hallam Ferrier heard the Growth tier at £62k total deal value, implementation included. Richard Staniforth will not sign before the partners agree and wants a one-page, per-person cost summary first.
What happened: Harvey Doyle presented the Growth proposal after a demo. Fiona Drummond framed the need: partners cannot see client ownership, open queries and billing without ringing round three people.
Customer view: Richard Staniforth, Managing Partner, said he does not take decisions of this kind alone. His test is the cost per partner, in plain language, at the top of one page.
Commercial: the £62k is the total deal value, implementation included, and is not an annual price. Harvey's working target is an order form signed by Friday 13 November 2026, which he called a target and not a deadline.
Watch: the evidence does not show the date of the partners' meeting or any per-person figure. Fiona expects a small first group of partners and one or two client managers.
Themes
Current to 9 Oct 26Theme
Growth proposal, partner approval
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Harvey Doyle to send Richard and Fiona a one-page summary with the per-person cost at the top, what implementation covers and who is needed.
- Harvey to send a draft order form that splits implementation and subscription into two lines.
- Fiona Drummond to gather the number of partners and client managers who would use the brain.
Risks
Current to 9 Oct 26- Richard will not sign before the partners agree and no partners' meeting date is stated, so the target of Friday 13 November 2026 may slip.
- The £62,000 is a total including implementation and could be misread as an annual price if the order form does not split the two lines.
- The per-person cost is Richard's first test and no figure was given on the call.
Opportunities
Current to 9 Oct 26- Growth tier fits several teams: partners and client managers who all need the same picture of a client.
- A small first group of partners and client managers leaves room to widen use after the start.
Transcript
Harvey Doyle NoneAfternoon both. Can you hear me all right?
Fiona Drummond NoneAfternoon Harvey, yes, loud and clear. Richard's just joining, I think. Ah, there he is.
Richard Staniforth NoneGood afternoon, both. Apologies, I was held up on the previous call and I'm not sure my camera is cooperating. Is that better?- Harvey Doyle NonePerfect, we can see you. No problem at all. Thanks for making the time, Richard, I know it's a busy week.
- Richard Staniforth NoneIt is, but this is one I wanted to be on. Fiona, perhaps you could set the scene before Harvey starts, so we're all clear where we've got to.
- Fiona Drummond NoneOf course. So, to start with what the partners asked me this week. Two of them, separately, asked me the same thing before a client meeting: who owns the client, and what's actually going on with them right now? One wanted to know if there were open queries, the other wanted to know whether the last invoice had been paid. Neither could get that without ringing round three people.
- Richard Staniforth NoneWhich will not surprise you, Harvey. It's the thing I hear most.
- Fiona Drummond NoneRight. And I've seen this work, so I'm not guessing. The idea is that a partner or a client manager can ask one question and see the work, the queries and the billing together. That's what we looked at in the demo, and Harvey's put a proposal together on the back of it.
- Harvey Doyle NoneThanks Fiona. Yes, so I'll keep this short and then hand it over to questions, because I'd rather answer what you actually want to know. Can I share my screen?
- Richard Staniforth NonePlease do.
- Harvey Doyle NoneOkay, you should see the summary page now. Mm, give it a second. Right. So the proposal is the Growth tier. That's the one built for several teams rather than one, which fits you, because you have partners and client managers who all need the same picture of a client.
- Richard Staniforth NoneAnd Growth is, forgive me, a subscription plus the work to set it up?
- Harvey Doyle NoneExactly. There's a one-off implementation, which is where we connect your systems and get the brain running inside your own Snowflake account, and then the annual subscription after that. The figure on the proposal is £62,000, and I want to be clear that is the total deal value, implementation included. It is not an annual price.
- Richard Staniforth NoneThank you, that's useful to have said plainly. So the sixty-two thousand is the whole thing for the first stretch, and the yearly cost would be lower after that.
- Harvey Doyle NoneThat's the right way to read it, yes. The order form will split the two lines out so nobody has to work it out from a total.
- Richard Staniforth NoneGood. Then my usual question, I'm afraid. What's the cost per partner? Because that is how the partners will think about it.
- Harvey Doyle NoneFair. I don't want to give you a number I'd have to walk back, so I'd rather work it with Fiona. If you tell me how many partners and how many client managers would actually use it, I can show it per person on one page. It's simple division, but it should be on paper.
- Fiona Drummond NoneI can pull that together. It's not a big group to start with, and that's deliberate. Let's start with the partners who'll use it, not everyone at once.
- Richard Staniforth NoneThat sounds sensible. How will the partners use it, day to day? I want to be able to say something concrete when it gets to the room.
- Fiona Drummond NoneSo the honest answer is, ahead of a client meeting. A partner types something like, what's open for this client and what have they been billed. They get an answer with where it came from. They don't have to learn a new system.
- Harvey Doyle NoneAnd that's the part I'd stress. The answer points back to the source, so a partner can check it. If the brain says a query is open, they can see the email or the ticket it came from.
- Richard Staniforth NoneMm. And if the information is wrong in the source system in the first place?
- Harvey Doyle NoneThen it will show it's wrong, I'm afraid. It reads what's there. What it does well is show you the gaps, like a client with billing but no recent work logged. A lot of firms find that's useful in itself.
- Fiona Drummond NoneThat matches what I saw before. The first couple of weeks are people finding the gaps, and then it settles.
- Richard Staniforth NoneUnderstood. Now, timing. Harvey, what are you hoping for from us?
- Harvey Doyle NoneOur working target is to have the order form signed by Friday 13 November 2026. That gives us room to start implementation properly rather than rushing it. But that's our target, not a deadline I'd push you on.
- Richard Staniforth NoneI appreciate you saying that. I should be candid, though. I won't sign anything before the partners have agreed, and I don't take decisions of this kind alone. Let's take it to the partners' meeting.
- Harvey Doyle NoneThat's completely fine, and it's how I'd want it. What would be most helpful for that meeting? I can write something up, or I can come and walk them through it, whichever is better.
- Fiona Drummond NoneA short written summary first, I think. One page. Then if there are questions, a short session with the partners afterwards. Richard, does that work?
- Richard Staniforth NoneIt does. One page, plain language, and the per-person cost at the top. They will read the top and decide whether to read the rest.
- Harvey Doyle NoneUnderstood, I'll write it that way. I'll also include what the implementation covers and who on your side we'd need, because partners always ask what it will take from them.
- Fiona Drummond NoneOn that, it won't take much from the partners. It'll be me and one or two client managers, mostly. I'll make that clear in my own note too.
- Richard Staniforth NoneGood. Anything else I should be thinking about, Harvey, that I've not asked?
- Harvey Doyle NoneOnly that if the partners have worries about where the data lives, it stays in your own Snowflake account. That tends to be the first question, so it's worth getting ahead of.
- Richard Staniforth NoneYes, thank you. I'll mention it. Fiona, I think that's everything from me.
- Fiona Drummond NoneSame. So Harvey sends the one-pager and a draft order form, I gather the partner numbers, and we aim for the next partners' meeting.
- Harvey Doyle NoneThat's it. I'll get the summary over to you both by the end of tomorrow. Thanks, both, really appreciate it.
- Richard Staniforth NoneThank you, Harvey. Goodbye for now.
- Fiona Drummond NoneSpeak soon, Harvey. Thanks.
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