Hepscott Recruitment / BG-Demo – Negotiation
Callcompleted
Hepscott Recruitment · 11 Aug 2023 13:15
Geoff Lamb asked for a lower price on the £26k Starter deal. Nell Ashcombe tied price to value. Irene Coulson asked for quarterly payment. Geoff has no blocker to signing once terms are in writing.
What was said
What this says
As at Fri 9 Oct 2026Geoff Lamb asked for a lower price on the £26k Starter deal. Nell Ashcombe tied price to value. Irene Coulson asked for quarterly payment. Geoff has no blocker to signing once terms are in writing.
What happened: Geoff opened by asking for a decision and whether the price could come down. Nell did not offer a cut and asked what the product would change for Nichola. Nichola said it would end the spreadsheet reconciling before the Monday meeting.
Commercial: Tom confirmed discounts apply to the first term only, so the price comes back up after year one. Irene said cash is tighter than in the spring and asked for quarterly payment, which Tom said is available on request.
Customer view: Geoff said nothing stops him signing, but wants the figure in writing and the quarterly question answered. The order form goes to him first, then to his board.
Watch: Irene's late payment charge question was not answered on the call. The cash comment is a payment risk to track.
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 Geoff Lamb the order form with total, payment terms and set-up plan that day.
- Tom Ashdown to answer the quarterly payment request in writing and copy Irene Coulson on invoice details.
- Tom Ashdown to get the access form signed by Nichola Hogg's team.
Risks
As at Fri 9 Oct 2026- Finance says cash is tight, so payment timing could become a problem.
- Geoff Lamb pushed on price and the first-term-only discount means the price rises after year one.
- The late payment charge question was not answered on the call.
Opportunities
As at Fri 9 Oct 2026- Nichola Hogg sees a clear use case in running the Monday meeting from B-Viz.
- Nichola expects less chasing for the consultants, which supports a value case.
Transcript
Nell AshcombeAfternoon all. Before we start, what do you each need to leave with today?
Geoff LambA decision, and not a long one. I've got a board call later.- Nell AshcombeFair. Then let's get to the price and the terms. Tom, you've put £25,500 on the table?
Tom AshdownYes, that's the total deal value for Starter. I'll confirm the exact terms in the order form. I don't want to quote you anything else from memory.- Geoff LambThat's a lot for one team, Nell. Be honest, can you come down on it?
- Nell AshcombeI'm not going to pretend it's cheap. Say what it would change for you, and how you'd know it had. If we agree that, the price is easier to talk about.
Nichola HoggIt's the Monday meeting, honestly. I'd like to stop reconciling three spreadsheets before we sit down.- Nell AshcombeThat's a good test. So the question is whether it gets you there. What would B-Viz say about your Monday?
- Nichola HoggIt'd probably say I'm asking the same question every Monday.
- Nell AshcombeHa. Then it's useful to you. Geoff, on the discount: any discount is for the first term only, and Tom will put the exact figure in writing.
- Geoff LambSo it comes back up after the first year.
- Tom AshdownYes, that's how it works. Discounts are first term only. I'll show the renewal terms in the order form so there's no surprise.
Irene CoulsonCan I come in on payment? I'd like to understand how the invoicing works before I say yes.- Tom AshdownOf course. It's billed annually in advance, and the terms are thirty days.
- Irene CoulsonCan we pay quarterly instead? Our cash position is tighter than it was in the spring.
- Tom AshdownWe can do quarterly if you ask for it. It's on request, not the default, and I'd confirm that in writing with the order form.
- Irene CoulsonRight. And are there any late payment charges? I'd rather know the rules now than find out later.
- Tom AshdownI'll confirm the terms exactly in the order form, so you've got them in writing. I'd rather not guess on the detail.
- Geoff LambFine. Can we start the set-up before the order form is signed? We'd lose time otherwise.
- Nell AshcombeNot without the paperwork. I'll not put you in a position where we've started and nothing's signed. Tom will get the order form to you today.
- Tom AshdownYes, and the access form Nichola's team needs to sign. Leave that with me.
- Nichola HoggGood. That's the bit that's been stuck.
- Nell AshcombeThen let's close it out. Geoff, is there anything in the terms that stops you signing?
- Geoff LambNot really. I'd like the figure confirmed in writing and the quarterly question answered.
- Nell AshcombeBoth are in hand. By the end of the day you'll have the order form, the total, the payment terms and the set-up plan. Do you want to see it before it goes to your board?
- Geoff LambYes, send it to me first.
- Irene CoulsonPlease. Copy me in on the invoice details too.
- Tom AshdownWill do. Thanks everyone.
- Nell AshcombeThanks. Speak soon.
- Tom AshdownIrene, sorry, I'm just checking the order form. The invoices go to your finance team's address, is that right?
- Irene CoulsonYes, that's right. Our accounts team will pick it up.
- Nell AshcombeWhile we're here, can I ask about the second year? Not the price, the use. What will Nichola be doing with it by then?
- Nichola HoggProbably running the Monday meeting off it, and doing less chasing for the consultants.
- Nell AshcombeThat's the answer I wanted. If you're not using it, I'd rather know now than in a year.
- Geoff LambFair enough.
- Geoff LambRight, I've got to dash. Thanks both.
- Nichola HoggCheers. Bye.