Shawsheen Freight / BG-Demo – Negotiation
Callcompleted
Shawsheen Freight · 26 Feb 2026 14:00
Negotiation call with the CFO, controller and customer service director. The customer is keen, but the controller cannot yet tie the one-off line to the recurring line. The order form is due back by 13 Mar 2026.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call with the CFO, controller and customer service director. The customer is keen, but the controller cannot yet tie the one-off line to the recurring line. The order form is due back by 13 Mar 2026.
What happened: Owen Tallis joined Jordan to test whether 13 Mar 2026 is real. Beth Sawyer had the breakdown and could see the £62k total, but could not tie the one-off line to the recurring line.
Customer view: Frank DeLuca confirmed he signs, with Beth reviewing. He asked only that the order form number match the proposal, and Beth asked for payment terms in the order form itself.
Commercial: The first-term discount has not yet been given. Jordan is holding it for the order form, and Owen said it is the only discount on offer.
Watch: Owen warned that a drifting number would cost a week the team does not have. Erin Gallant stressed that signing timing matters for training before the busy season.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan to send the reconciled breakdown to Beth by the end of the week, copying Frank and Erin.
- Jordan to send the order form draft to Frank with payment terms flagged.
- Owen Tallis to sign for BG-Demo, with the order form back by 13 Mar 2026.
Risks
As at Fri 9 Oct 2026- If the reconciliation does not tie line to line, the number may drift and cost time before 13 Mar 2026.
- The customer expects the order form figure to match the proposal exactly, so any mismatch could stall signing.
Opportunities
As at Fri 9 Oct 2026- Growth tier order form with the signatory, controller and day-to-day owner all engaged.
- The single first-term discount can be used at the order form to close.
Transcript
Owen TallisRight, Jordan, where does this stand against the date? I've got 13 Mar 2026 on the pipeline and I want to know if that's real.
Jordan PikeHi Owen, hi everyone. Honest answer, it's live and moving, but we've still got the order form to get through, and I want to be clear with you about where the numbers are.- Owen TallisGood. Let's make it dated. What's the next dated step?
- Jordan PikeThe reconciled breakdown. It went out after the proposal call, Beth's had it, and we're waiting on her comments on the subscription line versus the one-off line.
Beth SawyerI have, thank you for splitting it out. I can see the £62,000 total, but I can't yet tie the one-off line back to the recurring line the way our accounts payable team would need to set up the vendor record.- Jordan PikeThat's fair. I'll get you a reconciled version that ties line to line. Is there anything else on your side that would block it?
- Beth SawyerOnly that the recurring part hits our budget every year, and I need to know exactly which part that is. The one-off part shouldn't repeat.
- Owen TallisLet's not make this harder than it is. Who signs?
Frank DeLucaI sign. Beth reviews, I sign. Erin is the one who has to make it work day to day, so she's in the room for a reason.
Erin GallantRight, and I'm the one who explains to the team why it's taking so long. Honestly, we're keen. We just need it to be clean.- Owen TallisKeen's fine. Let's not discount twice. Jordan, have we already given the first-term discount on this?
- Jordan PikeNot yet. I've held it for the order form. It's for the first term only, and I'd rather we use it once, in the right place, than trade it around.
- Owen TallisAgreed. The first term is the only one we're giving, and if anyone asks for more, I'll be the one saying no.
- Frank DeLucaI'm not asking for more. I'm asking for the number on the order form to match the number on the proposal.
- Jordan PikeIt will. The order form is the document that decides it, and it'll reflect what we agreed, with the first-term adjustment shown on its own line so nobody's surprised.
- Owen TallisGood. Then let's sort the signatory. I'll put my name on the order form for BG-Demo, and Jordan runs it day to day.
- Frank DeLucaFine by me.
- Beth SawyerCan we also get the payment terms in writing? I'd like them in the order form itself, not in an email chain.
- Jordan PikeAbsolutely. I'll flag it in the draft so it's not a surprise on the day.
- Erin GallantCan I raise the timing again? We want the team trained before the busy season, so the signing date really matters to us.
- Owen TallisThen the dated step is the order form back by 13 Mar 2026. Jordan, is that in your plan?
- Jordan PikeIt is. The draft goes over this week, with the reconciliation attached, so Beth can check both at once.
- Frank DeLucaGood. Beth checks the reconciliation, I check the signature block, and we should be in shape.
- Owen TallisI'll be honest. If the number drifts, we lose a week we don't have. So keep it tight.
- Beth SawyerNobody's drifting. Can you send the reconciled version to me directly as well?
- Jordan PikeYes. I'll copy Frank and Erin so everyone's looking at the same version.
- Owen TallisNext dated step: reconciliation to Beth by the end of the week, order form draft to Frank after that, signed by 13 Mar 2026. Anything else?
- Erin GallantNo, that's clear for me.
- Owen TallisThanks, all. Speak soon.