Ardfinnan Freight Services / BB-Demo – Negotiation
Callcompleted
Ardfinnan Freight Services: documents · 2025-01-22 12:30
Brendan O'Mahony asked for price movement on the Growth proposal of sixty-two thousand. Owen Tallis offered a one-time first-year licence discount if signed by 6 Feb 2025. No repeat discounts.
What was said
What this says
Current to 12 Oct 26Brendan O'Mahony asked for price movement on the Growth proposal of sixty-two thousand. Owen Tallis offered a one-time first-year licence discount if signed by 6 Feb 2025. No repeat discounts.
What happened: Brendan said the proposal looked good overall and asked for flexibility on the total. Grainne Lynch asked for a few percentage points off the licence to help get board approval.
Commercial: Owen Tallis offered a one-time discount on the first year's licence only, contingent on signing by 6 Feb 2025. He ruled out discounting twice or carrying discounts year on year.
Customer view: Brendan asked for the deadline in a revised quote and said legal and finance would be looped in. He wants to be live before the spring season starts.
Watch: The discount size was not stated on the call. The evidence does not show the signed outcome.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the revised quote showing the discount contingent on signing by 6 Feb 2025.
- Owen Tallis to send the MSA for legal review.
- Brendan O'Mahony to loop in legal and finance once he has the revised quote.
Risks
Current to 9 Oct 26- The customer is pushing on total price and may press again for discounts beyond the first year.
- Signing depends on legal and finance review before the 6 Feb 2025 deadline.
Opportunities
Current to 9 Oct 26- A signature by 6 Feb 2025 would start the eight-week Growth implementation ahead of the spring season.
- Brendan said the proposal looks good overall, with only price flexibility outstanding.
Transcript
Lewis Kerr NoneHi Brendan, Grainne, thanks for making the time. We've sent you the Growth proposal at sixty-two thousand, and we're working towards a close by 6 Feb 2025. Just wanted to walk through any questions on scope and next steps. Where are we?
Brendan O'Mahony NoneWe've reviewed it. Looks good overall. One thing, is there any movement on price? We were hoping for a bit of flexibility.
Owen Tallis NoneWhat's driving it? Is it the implementation or the licence?- Brendan O'Mahony NoneThe total number, really. We'd like to see if you can come down.
- Lewis Kerr NoneThe sixty-two breaks down: implementation is a fixed fee, eight weeks, four connectors, training, security review. That piece doesn't move. The annual licence is where we can have a conversation if the business case stacks up for you. What would make this work?
Grainne Lynch NoneIf you could bring it down by a few percentage points on the licence, that would help us get board approval.- Owen Tallis NoneHere's what I can do. If you sign by 6 February, I'll apply a one-time discount to the first year's licence only. That's a one-off, doesn't carry forward, but it would bring the all-in down. What I won't do is discount twice or carry discounts year on year. Does that work?
- Brendan O'Mahony NoneOkay. Can you put that in a revised quote with the deadline?
- Lewis Kerr NoneI'll send that over today. It'll show the discount contingent on signing by 6 February. Once you sign, that's the number locked in and we move to implementation.
- Grainne Lynch NoneAnd we'd go live when?
- Lewis Kerr NoneEight weeks from signature. So early February signature means you're live by end of March, beginning of April at the latest.
- Brendan O'Mahony NoneThat's good, we need to be live before the spring season starts.
- Lewis Kerr NoneYou're well clear then. So between now and 6 February, I'll get the revised quote over, Owen will send the MSA for legal review, and you get those back to us signed. Then we kick off implementation.
- Owen Tallis NoneWhat's the next step for you? Do you need board approval or procurement involved?
- Brendan O'Mahony NoneJust legal and finance. I'll loop them in once I have the revised quote. Should turn around pretty quickly.
- Lewis Kerr NoneBrilliant. I'll get that out today. Any other questions before we wrap?
- Grainne Lynch NoneNo, I think we're good. Thanks, Lewis.
- Owen Tallis NoneCheers. Speak soon.