Brannock Medical Supplies / BG-Demo – Negotiation
Callcompleted
Brannock Medical Supplies · 15 Nov 2024 12:00
Andrew Pickering asked for movement on the £2,010 expansion and was told it will not be discounted. He agreed to sign by Monday 18 Nov 2024 once he has the order form in writing.
What was said
What this says
As at Fri 9 Oct 2026Andrew Pickering asked for movement on the £2,010 expansion and was told it will not be discounted. He agreed to sign by Monday 18 Nov 2024 once he has the order form in writing.
What happened: Priya Raman and Owen Tallis closed out the open points with Helen, Andrew and Paula. Andrew's questions were what the £2,010 buys, whether the end date moves and whether the price can move.
Customer view: Andrew accepted the no-discount answer but wants it in writing, and said he would like to benchmark against what Brannock pays elsewhere. He also asked who he deals with if Priya moves on.
Commercial: Owen said the existing subscription is £42k a year and separate, with the renewal unchanged at 1 May 2025. Owen named Marcus for day to day and himself for anything commercial.
Watch: Andrew's benchmarking comment and continuity question both point to the renewal conversation.
Themes
As at Fri 9 Oct 2026Theme
Expansion order form close
Importance
upsell
Sentiment
neutral
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Priya Raman sends the order form and the note on what the account managers will see that day, confirming a separate invoice.
- Andrew Pickering reads the order form and reverts by 18 Nov 2024.
- Helen Varley is told the moment the capacity is switched on.
Risks
As at Fri 9 Oct 2026- Andrew wants to benchmark the price against what Brannock pays elsewhere, which may resurface at the 1 May 2025 renewal.
- Andrew asked who he speaks to if Priya moves on, so continuity of contact matters to him.
Opportunities
As at Fri 9 Oct 2026- Andrew said he will sign once he has read the order form, expected by Monday 18 Nov 2024.
- Helen wants the capacity live before the trust renewals start, which gives the expansion a clear purpose.
Transcript
Priya RamanHello everyone. I think we've got all of us. Helen, Andrew, Paula, and I've brought Owen along, who's our VP Sales.
Andrew PickeringGood afternoon. Forgive me, Owen, I don't think we've met. Might I ask what your role is in all this?
Owen TallisAfternoon, Andrew. Owen Tallis, I lead the account executives. Priya looks after you day to day. I'm here to make sure anything that needs a decision gets one.- Andrew PickeringThank you. That's helpful. I like to know who I'm dealing with.
- Owen TallisFair enough. Priya, where do we stand against Monday?
- Priya RamanSo, we've had the proposal with Helen and Andrew, the value of the expansion is £2,010, and we're working to Monday 18 November 2024. Today's about whatever's left to settle so Andrew can sign.
- Andrew PickeringThank you. I have read the papers. I've three questions. First, what precisely does the £2,010 buy, and is it a single charge or something recurring?
- Owen TallisIt's the total value of the expansion, the figure on the order form. It isn't a new annual price for the account. Your existing subscription is £41,800 a year and that's separate.
- Andrew PickeringUnderstood. Second, does it sit under the existing agreement, and is the end date unchanged? I have the current term ending 30 Apr 2025.
- Priya RamanSame agreement, same end date. It doesn't move the renewal, which is 1 May 2025.
- Andrew PickeringGood. Third, and I should say this plainly, I'd like to be able to benchmark this against what we pay elsewhere. Is there any movement on the figure?
- Owen TallisI'll be straight with you, Andrew. It's a small piece and it's already priced to the list that applies to your agreement. I'd rather not shave it and then have us both explaining it at renewal. Let's not discount twice.
- Andrew PickeringThat's a clear answer, at least. I'm not going to argue on a call. I'd like that in writing, with the wording of what it covers.
- Owen TallisYou'll have it. Priya will send the order form today.
Helen VarleyCan I come in? I'll leave the price with Andrew. For me the question is whether the account managers have this before the trust renewals start. That's what I'm pushing for.- Priya RamanUnderstood, Helen. Marcus has confirmed the detail on what they'll see, and it's in the note I sent. I'll resend it so it sits with the order form.
- Helen VarleyPlease. And I'll want to know the moment it's switched on.
Paula RennieSorry, is it okay if I ask something? It's Paula, accounts payable. I just need to know how it will be invoiced. Is it on its own invoice, or does it join the annual one?- Priya RamanGood question, Paula. I'd say its own invoice, so it's easy for you to match. I'll confirm that on the order form, so nobody has to guess.
- Paula RennieThat's great. And the terms are thirty days, same as the existing ones?
- Owen TallisThirty days, yes, same as you have now.
- Paula RenniePerfect. Then I've nothing else. I'll look out for it.
- Andrew PickeringOwen, one last thing. If I may ask directly. If Priya moves on, or the account changes hands, who do I speak to? I've had that before with suppliers.
- Owen TallisFair challenge. You'd have Marcus for the day to day, and me for anything commercial. You won't be left without a name.
- Andrew PickeringI appreciate that. Thank you.
- Owen TallisSo who signs, and by when? That's my only question.
- Andrew PickeringI sign. Once I've read the order form I'll revert, and I would expect that to be by Monday.
- Owen TallisMonday 18 November 2024. That works. Priya, anything to add?
- Priya RamanJust who sends what. I send the order form and the note today. Andrew reads and revert by Monday. Paula has the invoicing detail. If anything changes, Helen, you'll hear from me first, and I'm very happy to make this easy.
- Helen VarleyThanks, all.
- Andrew PickeringThank you. Kind regards to you all.
- Priya RamanBye all.
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