Sprotbrough Recruitment / BG-Demo – Negotiation
Callcompleted
Sprotbrough Recruitment · 5 Jul 2023 11:45
Negotiation call on the Starter proposal at £26k all-in, implementation included. Terry questioned cost and asked for a discount; he did not commit and will decide after talking to Donna. Close aimed for 17 Jul 2023.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on the Starter proposal at £26k all-in, implementation included. Terry questioned cost and asked for a discount; he did not commit and will decide after talking to Donna. Close aimed for 17 Jul 2023.
What happened: Nell set out the Starter proposal at £26k as the all-in deal value, setup included. Terry asked about a discount, build-it-ourselves and the yearly cost; he left without committing.
Customer view: Terry's worry was paying for a tool nobody uses. Donna backed the product: two consultants saw the demo recording and asked when they could have it.
Commercial: Nell would not promise a first-term adjustment on the call and said she would answer by Friday. The yearly subscription split was promised in writing, in bullets.
Watch: Terry floated doing it in-house with a spreadsheet person. Adoption by the consultants is the condition for him.
Themes
As at Fri 9 Oct 2026Theme
Starter price negotiation
Importance
neutral
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- Nell to send a short bulleted note with the all-in figure and subscription split.
- Nell to answer the first-term question by Friday.
- Terry and Donna to confer, with a close aimed for 17 Jul 2023.
Risks
As at Fri 9 Oct 2026- Terry fears paying for a tool the consultants do not use.
- Terry raised building it in-house as an alternative.
- No commitment was given and the discount question is open.
Opportunities
As at Fri 9 Oct 2026- Donna reports consultant appetite after the demo on their own data.
- Starter suits a single consultant team.
Transcript
Nell AshcombeHello, can you both hear me alright?
Donna WraggLoud and clear. Hiya, Nell. Terry's just getting his camera going, he's in the other office.
Terry HinchcliffeCan you see me? No. Hang on. There. Right.- Nell AshcombeGot you. Thanks for making the time, both of you, it's Wednesday and I know Wednesdays are heavy for a recruiter. Before we start, what do you each need to leave with today?
- Terry HinchcliffeWhat's it costing us? That's it. Final number, what's in it, what's not.
- Donna WraggAnd for me, does it save my lot time. That's all I care about really. The consultants moan every week about flipping between the client list, the placements and the invoices.
- Nell AshcombeFair. Cost first then, since Terry asked. The proposal we sent last week is the Starter tier. Twenty-five thousand five hundred pounds, all-in, and that includes the implementation. So that's the whole figure for getting you set up and running, not a yearly number on its own.
- Terry HinchcliffeTwenty-five five. All-in.
- Nell AshcombeYes. £25,500 as the deal value, implementation included. I'd rather say that plainly than have it look smaller than it is.
- Terry HinchcliffeHm. It's not small.
- Donna WraggIt's not massive either, Terry, not for what the consultants waste in a month.
- Terry HinchcliffeYou say that. Could we do it ourselves? We've got a lad who does the spreadsheets.
- Nell AshcombeYou could build something, yes. Honestly, a lot of people try. The question I'd put to you is who looks after it in a year when the lad is busy, or on holiday, or gone. What B-Viz does is sit in your own Snowflake account and keep your CRM, your calls, your invoices in one place that people can just ask questions of.
- Donna WraggWhich client is that, though? Say a consultant wants to know what we've placed with one client and what we've billed them. Is that one question?
- Nell AshcombeThat's the sort of question it's built for. You ask in plain words, it pulls the roles, the placements and the invoices together. We showed you roughly that in the demo on your own data.
- Donna WraggYeah, that bit went down well. Two of the consultants saw the recording and asked when they could have it.
- Nell AshcombeGood. That's the best sign I get.
- Terry HinchcliffeRight, but what are we paying for each year after? Not just the first bit.
- Nell AshcombeFair question, and I'll be careful here. The figure on the table today is the all-in value for the first stretch, setup included. After that it's a subscription, billed in advance, and it's written into the order form so there's nothing hidden. I'll put the split in writing so you can read it properly.
- Terry HinchcliffeDon't send a long one.
- Nell AshcombeShort. A page. Promise.
- Donna WraggHe doesn't read long emails, Nell. I'd put it in bullets.
- Terry HinchcliffeI read them. I just don't enjoy it.
- Nell AshcombeBullets it is. Now, what would worry you most about signing? Say it straight, I'd rather hear it now.
- Terry HinchcliffeThat we pay and nobody uses it. We've bought tools before. Sat there.
- Donna WraggThat's why I'd keep it simple for the consultants. If it takes more than a couple of clicks they'll go back to the old way. I know them.
- Nell AshcombeAgreed, and that's on us to get right. Starter is one team, which suits you, because the consultants are the team. Daniel Okafor, who looks after customers here, will sit with them after go-live and ask how the team is finding it, rather than leave you to it.
- Donna WraggIs he the one who did the demo walk-through?
- Nell AshcombeThat's him. Calm bloke. Remembers everyone's dog's name.
- Donna WraggHa. Good. Consultants like that.
- Terry HinchcliffeAny discount on the number?
- Nell AshcombeI thought you might. I can't move far, we're a young company and the price is the price for what it does. What I can do is look at whether anything in the first term is worth adjusting, but I won't promise that on a call. I'd want to put something proper in writing.
- Terry HinchcliffeSo that's a maybe.
- Nell AshcombeIt's a maybe I'll turn into a yes or a no by the end of the week. Is that fair?
- Terry HinchcliffeFair enough.
- Donna WraggCan I ask about timing? Because we've got a busy stretch coming and I don't want the setup landing on top of it.
- Nell AshcombeGood point. The plan is we aim to close by 17 July 2023, and the setup starts after that. Callie, our implementation consultant, runs it. She'll tell you exactly what she needs from your side and when, so it doesn't land all on you.
- Donna WraggRight. If it's a list with dates I can cope. If it's vague I'll lose it under the pile.
- Nell AshcombeCallie loves a list with dates. You'll get on.
- Terry HinchcliffeRight. I'll think about it.
- Nell AshcombeOf course. Do you want to think about it now, or shall we leave it with me to send the page and you come back to me?
- Terry HinchcliffeSend it. I'll talk to Donna after and let you know. Not today.
- Donna WraggWe'll have a chat this afternoon. I'll tell him what the consultants said.
- Nell AshcombePerfect. So, to be clear on what happens next. I send a short note, with bullets, today or tomorrow, with the all-in figure, what's included and my answer on the first-term question by Friday. You two talk. Then we aim for the 17 July 2023 close if you're happy.
- Donna WraggLovely. That's clear.
- Terry HinchcliffeYep. Thanks, Nell.
- Nell AshcombeThank you both. Speak soon.
- Donna WraggTa-ra. Bye.
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