Withnell Fold / BG-Demo – Discovery
Callcompleted
Withnell Fold · 15 Sep 2026 12:15
Withnell Fold's leaders cannot see which clients are about to need them, and one person holds the systems together. Managing Partner Anthony Cottam wants the price split and security answer in writing before the demo.
What was said
What this says
As at Fri 9 Oct 2026Withnell Fold's leaders cannot see which clients are about to need them, and one person holds the systems together. Managing Partner Anthony Cottam wants the price split and security answer in writing before the demo.
What happened: Harvey Doyle ran discovery with Georgina Aspinall and Anthony. Client information sits in the CRM, the practice management system, a shared drive and partners' inboxes, and the practice systems manager tries to read it together.
Customer view: Both say the last system they bought went unused. Anthony's test is that it is not left sitting and that people use it after the first month.
Commercial: Harvey pointed to Starter for one team and said the figure in BG-Demo's system is twenty-eight thousand. He did not confirm whether it is first year or every year.
Watch: Anthony wants the data and security answer in writing. The evidence does not show what the figure covers.
Themes
As at Fri 9 Oct 2026Theme
Pipeline visibility, Starter fit
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Harvey Doyle to send the price split in writing to Anthony Cottam and Georgina Aspinall.
- Harvey Doyle to confirm the security detail with the solutions team and send it in writing.
- Harvey Doyle to confirm a demo date by email, with the practice systems manager invited.
Risks
As at Fri 9 Oct 2026- Both leaders fear another purchase that goes unused after the first month.
- The price basis, first year or every year, is unconfirmed.
- The data and security answer is outstanding and Anthony wants it in writing.
Opportunities
As at Fri 9 Oct 2026- A Starter subscription for the business development team, answering questions across the CRM, practice system and shared drive.
- Georgina wants a demo on the firm's own data before the end of the month.
Transcript
Harvey DoyleHello Georgina, can you hear me? Harvey from BG-Demo. Thanks for finding the time.
Georgina AspinallHi Harvey, yes, you're clear. Thanks for making the time at lunch.- Harvey DoyleNo bother. Anthony, can you hear us? Good. I've got a few questions first, then you can ask me anything.
Anthony CottamYes, I can hear you. I've got about forty minutes before my next meeting.- Harvey DoyleBrilliant. Georgina, what's the thing you most need to fix in the business development team?
- Georgina AspinallHonest answer? We don't know which clients are about to need us. We find out when they ring us, or when they go to someone else.
- Harvey DoyleOkay. So that's pipeline, and it's about timing. What are you using at the moment to see it?
- Georgina AspinallA lot of it sits in the CRM, but it's only as good as what people put in. The rest is in inboxes.
- Anthony CottamWhich is most of it, if I'm honest. Our partners keep their own notes.
- Harvey DoyleThat's very common. Is it one system, or several?
- Georgina AspinallSeveral. The CRM, the practice management system, and a shared drive someone set up years ago.
- Harvey DoyleRight. And who reads those together today?
- Georgina AspinallNobody, really. Our practice systems manager tries to. It falls to her.
- Anthony CottamThat's exactly the problem. One person holding it all together.
- Harvey DoyleThat's the key-person point. If it's useful, we can show you how a single question across those sources works.
- Anthony CottamBefore you do, what does it cost, roughly? I need to know if it's worth a look.
- Harvey DoyleThe Starter tier is the right place to start for one team. The figure in our system is twenty-eight thousand, but I'd want to check how that splits before I say more.
- Anthony CottamFine. Twenty-eight thousand. Is that for the first year, or every year?
- Harvey DoyleI'll confirm that in writing. I don't want to guess and get it wrong.
- Anthony CottamSensible. Carry on.
- Georgina AspinallCan I ask about timing? We've got a couple of big matters coming up and I don't want to be buried in set-up.
- Harvey DoyleTotally fair. Set-up is our job, not yours. You'd be asked for the sources and a named person, that's about it.
- Georgina AspinallA named person, right. I'd think it would be our practice systems manager. I'd have to check with her.
- Anthony CottamDon't commit her yet. Let's see the demo first.
- Harvey DoyleAgreed. Before the demo, can I ask what would make this a bad purchase for you?
- Anthony CottamIf it sits there like the last system did. And if nobody uses it after the first month.
- Georgina AspinallYes. The last thing we bought was all sales and no use. I don't want that again.
- Harvey DoyleThat's the right test. We'd measure it on questions asked and who's asking them, not on logins.
- Anthony CottamGood. And what happens to our data? I need a straight answer on that.
- Harvey DoyleIt's built and run inside your own Snowflake account. I'll check the security detail with our solutions team before I say more than that.
- Anthony CottamFine. Please do. I'll want that in writing.
- Harvey DoyleYou'll have it. Shall we book a demo on your own data?
- Georgina AspinallYes, let's. Can it be before the end of the month?
- Harvey DoyleI'll see what we can do. I'll confirm the date by email.
- Anthony CottamGood. Harvey, you've been clear, which I appreciate.
- Harvey DoyleThanks, Anthony. You'll have the written answers.
- Georgina AspinallSorry, I've got a message from our practice systems manager. She wants to know if the demo needs her on it.
- Harvey DoyleIt would help. She'd know the sources best.
- Anthony CottamThen invite her. Georgina, check the diary.
- Georgina AspinallWill do. Thanks both.
- Harvey DoyleRight, so to recap. You'll get the price split in writing, the security answer, and a demo invite for your practice systems manager.
- Anthony CottamYes. Send the price to me as well as Georgina.
- Harvey DoyleWill do, Anthony. Speak soon.
- Georgina AspinallThanks Harvey. Bye.
- Anthony CottamThanks. Bye.
Callsmade from