Clayhithe Logistics / BG-Demo – Negotiation
Callcompleted
Clayhithe Logistics · 12 Sep 2025 14:00
Clayhithe's Managing Director is close but will not sign on a figure she does not understand. Finance wants the set-up and subscription split and billing terms in writing before the board sees the £26k deal.
What was said
What this says
As at Fri 9 Oct 2026Clayhithe's Managing Director is close but will not sign on a figure she does not understand. Finance wants the set-up and subscription split and billing terms in writing before the board sees the £26k deal.
What happened: Owen Tallis joined Tom Ashdown for the 12 Sep 2025 negotiation. Alexandra Peck signs, Toby Westwood sponsors and Margaret Crisp handles finance questions.
Customer view: Margaret needs to see where set-up ends and the subscription starts before the board. Alexandra asked about risk if depot data goes wrong, and Toby said the demo was solid on their data.
Commercial: Nobody asked for a discount. Owen would not promise the split, service levels, billing terms or first invoice date on the call, and said all go in the order form.
Watch: The target is signing by Friday 10 Oct 2025. Owen said that if the breakdown is not with Margaret by the following week, the date moves.
Themes
As at Fri 9 Oct 2026Theme
Order form split and terms
Importance
renewal
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- Tom Ashdown to send the order form draft and the set-up and subscription breakdown together as one pack.
- Tom and Owen Tallis to put service levels and billing options in writing for Margaret before the board.
- Owen to review the order form before it goes out.
Risks
As at Fri 9 Oct 2026- Alexandra will not sign on a figure she does not understand, so the date slips if the breakdown is late.
- Service levels and the consequence of late delivery are not yet written down for her.
- Billing terms (one invoice up front or quarterly) are unresolved ahead of the board.
Opportunities
As at Fri 9 Oct 2026- Toby sponsors the deal internally and said the demo on their own data was solid.
- Nobody asked for a discount, so a clear order form may close at the current figure.
Transcript
Tom AshdownAfternoon everyone. Owen's joined us, so I'll let him take the commercial bit. Afternoon Margaret.
Owen TallisAfternoon. Where does this stand against the date? We're pencilled for Friday 10 Oct 2025, so I need to know if that's real.
Alexandra PeckHello Owen. It's real if the numbers are right.- Owen TallisGood. Then let's get the numbers right. Margaret, you've got the finance questions?
Margaret CrispYes, thank you. Thanks for the breakdown Tom, it arrived this morning. We've got it at £25,500 for the deal, but I need to see where set-up ends and the subscription starts before I can take it to the board.- Tom AshdownYes, I'll be straight with you on that. The deal's £25,500 in our system, and the split is what we need to agree in the order form.
- Owen TallisI'll say it plainly. I'm not going to guess the split on a call. It goes in the order form, and that's what we'll both sign.
- Margaret CrispFine. That's what I wanted to hear.
- Owen TallisWho signs? Alexandra, is it you?
- Alexandra PeckIt's me. Toby's sponsoring it, but I sign.
Toby WestwoodYep. I'll be the one chasing internally.- Owen TallisGood. Let's not discount twice. We're not renegotiating the price on the back of one call. If we're moving it, I'd want to know why.
- Alexandra PeckNobody's asking for a discount. I want to know the risk. What happens if it's late?
- Owen TallisThen we talk about what's agreed in the order form, not what we say here. I'll not make a promise on a call that I can't put on paper.
- Margaret CrispCould you take the billing terms as well? We'd prefer one invoice up front if that's allowed, otherwise quarterly. I'm not fussy which, I just need to know what we're committing to.
- Owen TallisBilling terms go in the order form too. I'll take it away and come back to you in writing.
- Tom AshdownMargaret, I'll make sure the billing options are written down so your team has them before the board.
- Alexandra PeckRight, let's go to the risk. If the depot data goes wrong, do I still pay?
- Owen TallisThat depends on what's in the order form, and it's not something I'll answer from memory. Tom and I will put the service levels in writing.
- Toby WestwoodFor what it's worth, the demo was solid on our data. The problem was never the software, it was the reconciling.
- Alexandra PeckI agree that's the pain. But I'm spending the money, so I'll decide what's acceptable.
- Owen TallisQuite right. That's your call. Let's not rush you.
- Margaret CrispCan we talk about dates? If we sign by the end of the month, when does the first invoice go out?
- Owen TallisThe first invoice follows the order form, Margaret. I'd rather you didn't plan around a date I haven't checked.
- Margaret CrispUnderstood.
- Owen TallisSo, the next dated step. Tom, what's the date we're working to?
- Tom AshdownWe're aiming to have it signed by Friday 10 Oct 2025, subject to the order form and the breakdown being agreed first.
- Owen TallisRight. That's the date, and it's not a hope. If the breakdown isn't with Margaret by next week, we move it, and we don't pretend.
- Alexandra PeckFine. Send me the order form draft and the breakdown together. I want to read them once, not three times.
- Owen TallisYes, one pack.
- Tom AshdownRight, I think we've got the points. I'll put them in the notes today, with a list of what we owe you.
- Owen TallisGood. Tom, copy me in. I'd like to see the order form before it goes.
- Margaret CrispThank you, that's helpful.
- Alexandra PeckThanks everyone. Owen, I'll be honest, I'm close, but I'm not signing on a figure I don't understand.
- Owen TallisUnderstood. Then we'll make sure you understand it. Thanks Alexandra.
- Tom AshdownCheers all. Speak soon.
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