Dunholm Precision / BG-Demo – Negotiation
Callcompleted
Dunholm Precision · 4 Jul 2025 09:30
Purchasing asked for room on the £2,742 expansion and Owen Tallis held the figure. Terms were settled: separate invoice, thirty days, co-terminous with the term ending 30 Nov 2025. Order form to follow, signature by 10 Jul 2025.
What was said
What this says
As at Fri 9 Oct 2026Purchasing asked for room on the £2,742 expansion and Owen Tallis held the figure. Terms were settled: separate invoice, thirty days, co-terminous with the term ending 30 Nov 2025. Order form to follow, signature by 10 Jul 2025.
What happened: Owen and Tom met Stuart, Phil and Karen to close the expansion. Ruth was absent but had briefed Stuart, who said he signs once she is content, which she is.
Customer view: Phil asked for room on £2,742 and accepted Owen's refusal to discount again. Karen preferred a separate invoice because it is easier to reconcile.
Commercial: the expansion ends 30 Nov 2025 with the existing term, leaving one renewal conversation on 1 Dec 2025. It sits under the same master agreement, with nothing else changing.
Watch: Phil wants the order form to name the user count and match the purchase order exactly. The call does not show that the order form was signed.
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 the order form on Monday morning with the user count written out, copying Karen and Phil.
- Stuart Kenyon to sign by Thursday 10 July 2025.
Risks
As at Fri 9 Oct 2026- The order form must state the user count and match the purchase order exactly, or sign-off could slip.
- Karen wants the form a couple of days before 10 Jul 2025, so a late send puts the date at risk.
Opportunities
As at Fri 9 Oct 2026- Closing the expansion extends the Growth subscription with no new connectors or IT work.
- Co-terminous timing leaves a single renewal conversation on 1 Dec 2025.
Transcript
Tom AshdownMorning, all. Let me just see who's in. Stuart, Phil, Karen, lovely. And I've brought Owen with me, our VP Sales.
Owen TallisMorning. Thanks for making time. Happy Friday.
Stuart KenyonMorning. Ruth's not on this one, she's briefed me. What do you need from me?- Owen TallisSimple one, Stuart. Where does the deal stand against the date? We're pencilled for Thursday 10 July 2025. I'd like to know if anything stands in the way.
Phil RoystonFrom purchasing, I've got the itemised page Tom sent. I've a couple of questions on the amount and terms, mainly so I can tick the box on our side.- Tom AshdownFire away, Phil.
- Phil RoystonThe expansion is £2,742. Is there any room on that? We're a small buyer, so I have to ask.
- Owen TallisI'll be straight with you, Phil. That's already a sharp number for what it is, and you're on a first term that was already priced with that in mind. Let's not discount twice. I'd rather hold the figure and make the rest easy for you.
- Phil RoystonFair. I'd have been surprised if you'd moved. What's the easy part?
- Tom AshdownTwo things. One, it runs co-terminous with your existing term, so it ends 30 Nov 2025 alongside everything else, and you only have the one renewal conversation, on 1 Dec 2025. Two, it's the same connectors, no new work for your IT.
Karen MidgleyCan I come in on the invoicing? Is it going to be a separate invoice, or added to what we already get?- Tom AshdownI asked our billing people. It'll be its own invoice, with a clear description, so you can match it to the order form. I know that's less tidy than one invoice, but it makes your reconciliation cleaner.
- Karen MidgleyThat's actually better for me. Thirty day terms, same as the main one?
- Owen TallisSame terms as your existing order form, thirty days. Nothing different.
- Karen MidgleyGood. Then the amount, the £2,742, is that the whole of it? Nothing on top?
- Tom AshdownThat's the total value of the expansion as written. No extras hidden. And I'll get that in black and white on the order form, so you're not relying on my word.
- Stuart KenyonKeep it simple. Phil, are you happy?
- Phil RoystonPretty much. I'd like the order form to name the user count it takes us to. Our auditors like it spelled out.
- Tom AshdownIt'll say it. It takes you from forty licensed users up. I'll have the right number written clearly, so it isn't me saying it from memory.
- Phil RoystonYes, please. And we'd want it in writing that it doesn't change anything else on the existing agreement.
- Owen TallisAgreed. It sits under the same master agreement. Nothing else moves. Who signs on your side?
- Stuart KenyonI do. After Ruth's said she's content, which she has.
- Owen TallisGood. Then I'd say the next dated step is the order form out to you today or Monday, and signature by Thursday 10 July 2025. Does that work?
- Karen MidgleyIt works for me. I'd want it a couple of days before to get it in the system, if that's possible.
- Tom AshdownMonday, then. No drama. I'll send it Monday morning with the user count written out, and I'll copy Karen and Phil.
- Phil RoystonSorry, one last thing on the sign-off route. If I raise the purchase order, does that have to match the order form to the penny?
- Karen MidgleyIt does for us. Everything has to match.
- Tom AshdownThen use the order form amount and we'll match. If anything's off, ring me and we fix it before it reaches the invoice.
- Owen TallisAnything else, anyone? Otherwise I'll leave you in Tom's hands.
- Stuart KenyonNothing from me. Thanks all.
- Tom AshdownCheers, everyone. Order form Monday. Have a good weekend.