Kralingse Expeditie / BG-Demo – Negotiation
Callcompleted
Kralingse Expeditie · 22 Dec 2025 09:45
Bart, Sanne and Noor negotiated with Matteo and Owen on the £60k deal total. Bart wants the split, first-term discount wording, quarterly invoicing and the customs connector in the order form. Target is Fri 2 Jan 2026.
What was said
What this says
As at Fri 9 Oct 2026Bart, Sanne and Noor negotiated with Matteo and Owen on the £60k deal total. Bart wants the split, first-term discount wording, quarterly invoicing and the customs connector in the order form. Target is Fri 2 Jan 2026.
What happened: Bart raised three points: the total, invoicing, and the customs declarations connector. Matteo said the revised draft replaces the first proposal and that neither is a contract.
Customer view: Bart said "I do not rely on drafts and I do not accept verbal promises." He accepted that any reduction applies to the first term only, provided the clause states when that term ends.
Commercial: The £60k is a deal total, to be split into implementation and subscription lines. Noor and Bart asked for quarterly billing, which Owen said is available on request. Noor needs the order form reference on every invoice.
Watch: The customs connector will be listed as in scope, but engineering has not agreed a delivery date. Bart will see the live-within period before signing. Bart is the sole signatory.
Themes
As at Fri 9 Oct 2026Theme
Order form negotiation
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo to send the order form the next day with first-term wording, the implementation and subscription split, and the connector in scope.
- Matteo to send Noor the quarterly invoice schedule and confirm the contract reference on every invoice.
- Owen to agree the live-within period for the customs connector with delivery before Bart signs.
Risks
As at Fri 9 Oct 2026- Bart will not accept anything that is not written in the order form, so any gap between what was said and the clause could stall signature.
- The customs connector has no agreed delivery date, yet Bart wants the live-within period before he signs.
- Any first-term discount ends at renewal, so the price step at renewal must stay visible to Bart.
Opportunities
As at Fri 9 Oct 2026- Bart accepted the first-term-only discount basis, which moves the deal towards signature.
- Quarterly billing meets the finance team's cash planning preference.
Transcript
Matteo RicciGood morning, everyone. I think we are all here. Bart, Sanne, Noor, welcome. Owen is with me from our side.
Owen TallisMorning all. Thanks for making the time, I know it is a busy week before the break.
Bart HuismanMorning. Before anything else: which document are we working from? I have the proposal and I have a revised draft.- Matteo RicciA fair opening question. The revised draft is the current one, and it replaces the first proposal. Neither is a contract. Only the executed order form is, and that is what I will send you once we agree the terms today.
- Owen TallisAnd to be clear on where we stand: the date we are working to is Friday 2 January 2026. What's the next dated step? For us, it is the order form in your hands this week.
- Bart HuismanGood. I do not rely on drafts and I do not accept verbal promises. If it is agreed, I want to see the clause.
Sanne VerhoevenBart is serious about this. I told them.- Owen TallisWe would expect nothing less. Let's go through your points one by one. Matteo tells me you have three.
- Bart HuismanYes. One, the total. Two, how it is invoiced. Three, the customs declarations connector Sanne raised. Start with the total.
- Matteo RicciThe deal total on the revised draft is £59,500. I know that is a total, not a yearly price, and the order form will split the implementation from the subscription on separate lines, so you can match each to what you are invoiced.
- Bart HuismanShow me the split in the order form, not in an email. I will not pay an invoice I cannot match to a contract.
- Owen TallisAgreed. Both lines will be in the order form, with the implementation as a fixed fee. Nothing hidden elsewhere.
- Bart HuismanIs there room on price?
- Owen TallisSome, and only on the first term. I will be straight with you, Bart: any reduction applies to the first term and then ends at renewal, and I would rather you heard that now than at the renewal. Let's not discount twice. So if we move, we move once, and it is written down.
- Bart HuismanFine. That is honest. I will take that as the basis, but I want it in the clause, with the end of the first term stated.
- Matteo RicciYes. Let me confirm that in writing. I will mark the first term clearly in the order form.
Noor el AmraniCan I ask about invoicing? We normally prefer to pay per quarter, not as one amount. It makes our cash planning simpler.- Bart HuismanPer quarter, please. That is my preference too.
- Owen TallisQuarterly billing is available on request, so yes. The default is annual in advance, and we change it in the order form. Thirty-day terms either way. Matteo, you will make sure the schedule shows each quarter?
- Matteo RicciI will. Each invoice date, the amount and what it covers, on one page. Noor, I can send you the schedule directly so your team can check it before Bart signs.
- Noor el AmraniYes, please. And the invoice should carry the order form reference, so I can match it. Our accounts payable system rejects anything without one.
- Owen TallisUnderstood. I will ask our finance team to put the contract reference on every invoice. Matteo, note that.
- Matteo RicciNoted. And I will confirm it in the email after this call.
- Bart HuismanThird point. The customs declarations connector. Sanne said it was discussed.
- Sanne VerhoevenYes, I raised it with Matteo. Customs works from that tool every day. If it is not in, half of my picture is missing.
- Matteo RicciI have spoken to engineering since. I will be careful here: they have looked at the tool and see no reason it cannot be connected, but they have not agreed a delivery date, and I will not put one in front of you that they have not agreed. What I can do is list it in the order form as a connector in scope, and agree the timing with you once the plan is settled.
- Bart HuismanIn scope, in the order form. Not a verbal promise.
- Matteo RicciExactly. In the order form.
- Owen TallisBart, if it helps: connectors promised in an order form carry a live-within commitment. We would agree the period with delivery and write it in. That binds us, which is the point.
- Bart HuismanThat is acceptable. I want to see the period before I sign, not after.
- Owen TallisYou will. Who signs on your side? Just you?
- Bart HuismanMe. Sanne is the business owner, but I sign.
- Sanne VerhoevenAnd I will not sign anything without Bart. So it is simple.
- Owen TallisGood, that is clear. Let me summarise so everybody leaves with the same list. Matteo sends the order form with the first-term wording, the split of implementation and subscription, quarterly invoicing with the schedule, the contract reference on invoices, and the customs connector in scope. You, Noor, check the schedule. Bart reads it line by line.
- Bart HuismanYes. When will I have it?
- Matteo RicciTomorrow, Bart. Then you have the break to read it, and the target remains Friday 2 January 2026.
- Bart HuismanFine. If I find a difference from what we said today, I will tell you.
- Owen TallisPlease do. Thanks, all. Have a good Christmas.
- Sanne VerhoevenYou too. Groet.
- Noor el AmraniThank you. Speak soon.
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