# Why does the CRM's ARR not match what we invoice?

*Ask B, Ask B's real answer through the relay (claude -p with the B-Brain tools). Figures as at Fri 9 Oct 2026.*

**What B-Brain did:** Checking the money facts (reconciliation)

CRM ARR is £3,851,225 against £3,462,365 invoiced, so CRM runs £388,860 ahead (run rate, as at Fri 9 Oct 2026). Executed order forms total £3,478,250, so invoicing is much closer to the contracts than the CRM is. [1]

The gap comes from five causes:

- **Lapsed customers still marked "customer" in the CRM: £165,700.** Their order forms have ended and nothing has been invoiced since. They are Brackwell-style cases such as Lornefield Pensions (£44,000), Fairhallow Travel (£39,600), Saltdean Hart (£39,600), Ardenmore Pension (£23,000) and Stainmore Haulage (£19,500).
- **Duplicate CRM organisation records: £130,825.** The same customer is counted twice. Brackwell Freight is £44,000 of this, Pelton Grange Care £41,800, Linthorpe £19,500, Clashmore £18,525 and Dunholm £7,000.
- **CRM figure not updated after the order form: £5,750 net.** The CRM deal closed won at a different figure from the signed order form. Fenmoor is £6,250 under, Brakkevoort £6,000 over, Kenmure £5,000 over and Vellacott £1,000 over.
- **Invoicing below the order form: £20,887 across seven accounts.** Examples are Merriott Lyle (£5,452) and Pemaquid (£3,989). Some accounts, such as Veldmaat, are invoiced above their order form instead.
- **Other mismatches: £65,700 net.** Brenneck Pay is £75,000 over in the CRM against a £50,000 order form, and Fulford Ings is £10,500 over. Carnmoor Fleet Leasing goes the other way, with the CRM £19,800 below invoicing.

Penwortham Mutual accounts for the last £2 of rounding in the opposite direction, so the groups sum to the £388,860 total.

The first two causes, about £296,500 together, are the real overstatement of CRM ARR. Clean those records up first.

Sources
[1] [CRM against invoiced against order forms reconciliation](demo/p/commercial/financial/reconciliation/index.html#key-facts) - as at 9 Oct 2026

*claude-sonnet-5-5 · 14.3 s · facts*