Wickersley Building Supplies / BG-Demo – Negotiation
Callcompleted
Wickersley Building Supplies · 17 Jul 2025 14:00
The MD wants to move forward after the demo. Diane Pashley asked to defer part of the £6,000 implementation fee for cash flow. Spend is approved; a proposal was due next day, then an order form.
What was said
What this says
As at Fri 9 Oct 2026The MD wants to move forward after the demo. Diane Pashley asked to defer part of the £6,000 implementation fee for cash flow. Spend is approved; a proposal was due next day, then an order form.
What happened: Lewis Kerr and Owen Tallis negotiated with Shaun Godley and Diane Pashley. Shaun said the MD saw the demo and wants to proceed.
Customer view: Diane's concern is timing, not value: £6,000 implementation plus £20k for year one, £26k all-in. She confirmed the spend is approved and that a go-live early August works for payment.
Commercial: Owen restated standard practice of the implementation fee on signature and the first subscription on go-live. Four connectors were scoped: CRM, calls, email and accounting, live within four weeks of signing.
Watch: Shaun asked about adding users or connectors later; Lewis said it would be scoped and priced separately. Signatures were tight for end of July.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Owen Tallis to send the proposal by end of day the following day.
- Move to order form to lock delivery dates and terms.
Risks
As at Fri 9 Oct 2026- Diane Pashley wants implementation payment pushed later, which could stall signature.
- End of July signatures were described as tight.
Opportunities
As at Fri 9 Oct 2026- Approved budget and MD backing make this a near-close new Starter deal.
- Shaun Godley asked about adding users or connectors later.
Transcript
Lewis KerrAfternoon, both. Thanks for jumping back on. I've got Owen from our sales team here as well, he runs the commercial side of things.
Diane PashleyHello. We're looking at the numbers now and had a couple of questions.
Owen TallisFire away. Where are we at?
Shaun GodleyThe demo was really helpful. We showed it to the MD and he wants to move forward. But Diane's concerned about the implementation fee up front.- Diane PashleyThe £6,000 for implementation, plus £19,500 for year one, that's £25,500 all-in. I understand it's a fixed-fee project, but can we talk about the timing of payment?
- Owen TallisWhat's the concern? Cash flow?
- Diane PashleyPartly. If we can push some of that to month two or three of the project, it helps us.
- Owen TallisStandard practice for us is the implementation fee on signature and the first subscription on go-live. But let me ask, where are you in budget cycle? Is this approved spend, or are you still selling it internally?
- Diane PashleyIt's approved. The question is just when it clears the finance department.
- Lewis KerrSo if we signed now, what's the timeline on your end?
- Shaun GodleyI'd say end of July is tight, but we could probably have signatures ready by then.
- Owen TallisOkay. And once we've signed, we'd start the project immediately. The four connectors we've scoped, CRM, calls, email, and your accounting system, we'd bring those live within four weeks. So you'd be live early August. By then, does payment work?
- Diane PashleyYeah, that timeline works.
- Lewis KerrGreat. So we'd have you on Starter at £19,500 per year, that's renewal each year in August, plus the £6,000 implementation on signature. The subscription includes support and those quarterly check-ins I mentioned.
- Shaun GodleyAnd if we want to add users or another connector later?
- Lewis KerrYou can add blocks of users or connectors as you grow. We'd scope it and price it separately. But that's a conversation for later, let's get live first.
- Owen TallisI'll send a proposal over today with all the terms written out. If there's anything else, we can move it around, but let me check a couple of details on our side first. When would you want to review it?
- Diane PashleyTomorrow or Friday?
- Owen TallisI'll have it to you by end of day tomorrow. We'll then move to order form, that's where we lock down delivery dates and all the terms. Sound okay?
- Shaun GodleyYes, that's good.
- Lewis KerrThanks, both. I'll be in touch tomorrow once we've got the proposal ready.