Commondale Care / BG-Demo – Negotiation
Callcompleted
Commondale Care · 25 Jan 2024 11:45
Negotiation call on a Growth proposal of £54k. Finance Director Trevor Bulmer signs and wants subscription and implementation shown separately, plus discount, payment terms and service levels in writing.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on a Growth proposal of £54k. Finance Director Trevor Bulmer signs and wants subscription and implementation shown separately, plus discount, payment terms and service levels in writing.
What happened: Tom Ashdown aimed to agree terms by 16 Feb 2024. Owen Tallis promised a written split of the £54k deal amount, which may include the one-off implementation fee.
Customer view: Trevor wants the annual number clear and the first-term discount figure before anything else. Lynne Featherstone wants scope kept as it is and said the team are keen.
Commercial: Janet Readman asked for quarterly invoicing, which Owen said is available on request, with 30-day terms. Trevor also asked what happens if data goes stale, and Tom will put the service levels in the order form.
Watch: Several written commitments are owed to the customer. Janet checks the order form line by line before Trevor signs. The evidence does not show the discount figure.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send the written breakdown, discount, payment terms and service levels by the end of the week.
- Owen Tallis to send the order form the week after terms are agreed.
- Janet Readman to check the order form line by line before Trevor Bulmer signs.
Risks
As at Fri 9 Oct 2026- Written commitments on price split, discount, payment terms and service levels must arrive promptly or the deal may slip past the target date.
- Trevor wants the first-term discount figure before discussing anything else, and the evidence does not show it has been set.
Opportunities
As at Fri 9 Oct 2026- Quarterly invoicing on request could help close the Growth order form.
- Scope across care operations, incidents, contacts and invoices per home is kept in full.
Transcript
Tom AshdownMorning all, can everyone hear me? Good, let's get started.
Owen TallisMorning. Owen Tallis, I'm here for the commercial side. Where does this stand against the date?- Tom AshdownWe're aiming for 16 Feb 2024. The proposal is at £53,800 on Growth, and Lynne's had it for a couple of weeks.
- Owen TallisWhat's the next dated step? And who signs?
Trevor BulmerI sign. Before anything else, I want the annual number clear, and I want to know whether the implementation fee sits inside the £53,800.- Owen TallisGood question. The £53,800 is the deal amount. It can include the one-off implementation fee, and I'll confirm the split in writing today rather than guess it now.
- Trevor BulmerPlease do. We'll need the annual subscription shown separately, so we can budget for it.
- Owen TallisAgreed. Subscription and implementation shown separately, both in pounds, on one page.
Lynne FeatherstoneOur side wants the scope kept as it is. Care operations, incidents, contacts and invoices per home. We don't want to drop anything to save money.- Owen TallisI'm not asking you to. Let's not discount twice. There's a first-term discount we can discuss, and that's as far as I can go without going back to my team.
- Trevor BulmerWhat is the first-term discount? I'd like the figure before we talk about anything else.
- Owen TallisI'll put it in writing, with the end date. It only applies to the first term, not after renewal.
Janet ReadmanCan I ask about invoicing? We'd like quarterly invoicing if possible, rather than one large payment up front.- Owen TallisQuarterly is available on request, so yes. The default is annual in advance, and we'd agree quarterly as part of the order form.
- Janet ReadmanThat helps our cash flow. Can you confirm the payment terms?
- Owen TallisThirty days. Standard terms, and I'll confirm them in the written proposal.
- Trevor BulmerAlso, our service levels. If the data goes stale, what happens?
- Tom AshdownGood question. I'll put the service levels into the order form, so you have exactly what the contract says rather than what I remember.
- Trevor BulmerGood. Put that in writing too.
- Owen TallisWill do. Let's close the loop. We agree the commercial terms by 16 Feb 2024, and I'll have the order form to you the week after.
- Lynne FeatherstoneI'll be honest, the team are keen. We just need the paperwork right first.
- Tom AshdownThat's fair. I'll get the written breakdown, the discount, the payment terms and the service levels to you by the end of the week.
- Owen TallisRight. Who's on your side for signing, Trevor?
- Trevor BulmerMe. Janet checks the order form before it comes to me.
- Janet ReadmanYes, I'll go through it line by line before it reaches Trevor.
- Owen TallisGood. Next dated step is the written proposal, then the order form.
- Trevor BulmerAgreed. Thanks, everyone.
- Tom AshdownThanks Trevor, Janet, Lynne. Speak soon.
- Owen TallisSorry, I'm off the line. Thanks all, cheers.