Ulleskelf Garden Centres / BG-Demo – Negotiation
Callcompleted
Ulleskelf Garden Centres · 12 Jan 2026 14:00
Finance Director Terence Bradley pushed back on the £56k total for seven centres and a pilot. Champion Jackie Seed wants it signed. Sophie Ling owes a line split and a rollout clause by end of week.
What was said
What this says
As at Fri 9 Oct 2026Finance Director Terence Bradley pushed back on the £56k total for seven centres and a pilot. Champion Jackie Seed wants it signed. Sophie Ling owes a line split and a rollout clause by end of week.
What happened: Terence said he wants to talk price before the order form goes anywhere. Owen Tallis would not name a discount on the call and said any move would be made once, in writing.
Customer view: Jackie said the group leadership has been told the pilot is going ahead in the new year. Terence called the total "a lot for seven centres and a pilot" and asked for a clearer split and a rollout fallback.
Commercial: The CRM close date is 22 Jan 2026 and Sophie called it tight. A January go-live depends on signature, and the price and any change to the rollout clause are what could stop it.
Watch: Terence signs for the company and is not yet convinced. The call does not show whether a discount was agreed.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling to send the split by line to Owen Tallis first, then to the customer, by the end of the week.
- Sophie Ling to put the rollout point in the order form.
- Owen Tallis to speak to Terence Bradley directly on price on the next call and put any movement in writing.
Risks
As at Fri 9 Oct 2026- Price is the open point and the finance director signs, so the deal could stall before the order form goes out.
- A January go-live depends on signature, and the close date is tight.
- Changes to the rollout clause could delay signature.
Opportunities
As at Fri 9 Oct 2026- Jackie Seed is a committed champion who has told group leadership the pilot is going ahead.
- A clear line-by-line split and a rollout clause may answer Terence's concerns.
Transcript
Owen TallisAfternoon. Sophie, where does this deal stand against 22 Jan 2026?
Sophie LingAfternoon Owen. Good, I think. We're close on scope, and the open point is price.- Owen TallisRight. What's the next dated step?
- Sophie LingSign-off on the revised proposal, then the order form goes out.
- Owen TallisWho signs?
- Sophie LingTerence signs for the company, and Jackie's the champion. Terence, are you still with us?
Terence BradleyYes. Hello Owen. I've read the proposal, and I want to talk about the price before the order form goes anywhere.- Owen TallisFair. Terence, what's the number you need to get to?
- Terence BradleyThe figure we've been looking at is £56,000. I need to know if there's room in it.
- Owen TallisThe figure on the proposal is £56,000 total, ex VAT. I'm not going to put a number on any discount on this call. Sophie will come back to you in writing with what's possible.
- Terence BradleyThat's not very helpful.
- Owen TallisIt's honest. Let's not discount twice. If we move on price, we move on it once, in writing, and clearly.
Jackie SeedCan I come in? We want this. The question is whether the price works for finance.- Owen TallisGo on, Jackie.
- Jackie SeedWe've told the group leadership the pilot is going ahead in the new year. If we walk away now, we're back to ringing centres for the takings.
- Terence BradleyI'm not saying we walk away. I'm saying the total is a lot for seven centres and a pilot.
- Owen TallisTerence, what would make it work for finance?
- Terence BradleyA clearer split of what we're paying for, and something that says what happens if the pilot doesn't roll out.
- Sophie LingBoth reasonable. I can do the split by line and put the rollout point in the order form.
- Owen TallisGood. Sophie, by when?
- Sophie LingBy the end of the week.
- Owen TallisThen let's book the next call for the date we need. I don't want this sitting on a hopeful close date.
- Sophie LingAgreed. The close date in the CRM is 22 Jan 2026, and I'd rather be honest that it's tight.
- Owen TallisIt is tight. Let's see the split, then decide.
- Terence BradleySorry, I was on mute. Owen, is the split ready?
- Sophie LingNot yet, I'm drafting it. I'll send it today as a draft, then the final.
- Owen TallisDraft's fine. Any movement on price comes from me, in writing. Nobody goes further on the call.
- Terence BradleyFine. What about the start? We can't do a January go-live if the order form isn't signed.
- Sophie LingThat's right. The go-live depends on signature, so every day we slip is a day off the pilot.
- Jackie SeedI know. That's why I want it signed this month.
- Owen TallisThis month's ambitious. What's the one thing that stops signature?
- Terence BradleyThe price. And the terms, if they change the rollout clause.
- Owen TallisThen the price is the next dated step. Sophie, send the split by end of week, and I'll look at it on Monday.
- Sophie LingWill do. Owen, do you want to be on the next call?
- Owen TallisYes. I'll be on it, and I'll speak to Terence directly on price.
- Terence BradleyGood. At least someone's talking about numbers.
- Owen TallisWe are, Terence. We're just not going to discount twice.
- Owen TallisSorry, I've got another call at quarter past, so can we speed up?
- Sophie LingOf course. The only open items are the split, the rollout clause and the call with you on price.
- Owen TallisRight. Send it to me before you send it to them.
- Jackie SeedThanks everyone. Speak soon.