Grisedale Search & Selection / BG-Demo – Negotiation
Callcompleted
Grisedale Search & Selection · 23 Sep 2025 12:30
Priya Raman and Owen Tallis negotiated a £2,614 expansion on the Starter plan. Stuart Haworth will not sign until the price conversation is had. Any concession is first-term only and signing is targeted for 30 Sep 2025.
What was said
What this says
As at Fri 9 Oct 2026Priya Raman and Owen Tallis negotiated a £2,614 expansion on the Starter plan. Stuart Haworth will not sign until the price conversation is had. Any concession is first-term only and signing is targeted for 30 Sep 2025.
What happened: On 23 Sep 2025 Priya recapped the expansion at £2,614 in total, with signing targeted for Tuesday 30 September 2025. Stuart signs, but not before the price conversation.
Customer view: Lauren says the consultants value seeing open roles and complaints, but some still ask her to look things up. Stuart will back it if it gets consultants more placements, not if it is another unused login.
Commercial: Owen offered to look at something tied to the signing date, no figure given. It applies to this term only, and the expansion is priced at the standard rate at renewal on 1 May 2026.
Watch: Owen said the customer has room on its fifteen licensed users. The call does not show whether the order form was signed.
Themes
As at Fri 9 Oct 2026Theme
Starter expansion price talk
Importance
upsell
Sentiment
mixed
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 to send a revised order form with the total and date and a one-page note, copying Carl Whittle.
- Stuart Haworth to review and sign by Tuesday 30 September 2025.
- Marcus Bell to walk the consultants through the brain after signing.
Risks
As at Fri 9 Oct 2026- Stuart will not sign until the price conversation is had and doubts the value if consultants do not use the brain.
- Owen said there is room on the fifteen licensed users, so the expansion may not be needed.
- The first-term concession ends at renewal, so the price may be questioned again then.
Opportunities
As at Fri 9 Oct 2026- The £2,614 Starter expansion can be signed by Tuesday 30 September 2025 and aligned to the 1 May 2026 renewal.
- Marcus Bell can walk the consultants through the brain so more of the team asks questions themselves.
Transcript
Priya RamanHello, hello. Can everyone hear me alright? I've got Owen with me today, and I think Stuart and Lauren are just joining.
Stuart HaworthLoud and clear. Afternoon. Did you watch the match at the weekend? Absolute shambles.
Owen TallisI did, and I'd rather not relive it. Afternoon, Stuart.
Lauren PilkingtonDon't get him started, we'll be here till teatime. Hi all. Quick one before we begin, one of the consultants asked me this morning if we could talk about who else can get into the brain. So that might be useful.- Priya RamanPerfect, that's exactly why we're here. Carl, are you with us? I can see you in the waiting room.
Carl WhittleYes, sorry, just let myself in. Audio's a bit echoey, let me move the headset. Is that better?- Priya RamanMuch better. Right, so a quick recap of where we are, and I'll keep it short because I know Stuart likes the headline. We've talked through the expansion on your Starter plan. The total for it is £2,614. We're aiming to get it signed by Tuesday 30 September 2025, so next Tuesday, and happy to make this easy to get over the line.
- Stuart HaworthGive me the headline then. What's that cost? Two and a half thousand?
- Priya Raman£2,614 in total, Stuart. That's the whole deal value, not a monthly thing.
- Owen TallisCan I just ask where we are against that date? Priya, what's the next dated step, and who signs?
- Priya RamanStuart signs. He signs everything, so that's the one. The next step is a revised order form from me, then Carl looks it over.
- Stuart HaworthYeah, that's right. I sign. But I'm not signing until we've had the conversation about the price. I always say, there's a conversation first.
- Owen TallisFair enough, and I'd expect nothing less. Before we get to that, can I understand what the team actually wants out of this? Lauren, you're closest to it.
- Lauren PilkingtonSure. So the way it works for us is the consultants open a client's account and they can see the open roles and any complaints before they pick up the phone. That's the bit they love. It saves us hours, honestly. Things used to get lost in inboxes.
- Lauren PilkingtonThe thing is, it's mostly me and a few of the others using it day to day. Some of the consultants still ask me to look things up for them, which defeats the point. So the more of them who can just get in and ask it themselves, the better.
- Stuart HaworthWhat's in it for the consultants? That's what I keep asking. If it gets them more placements, I'm in. If it's another login nobody uses, I'm not.
- Priya RamanThat's fair, and it's the right question. I'd say the expansion is about getting more of the team actually using it, so it's not another login. Lauren's point is exactly that.
- Lauren PilkingtonYeah, can the consultants see that? That's what I get asked. If the answer's yes and it's easy, they'll use it.
- Owen TallisMm. And Marcus is your customer success contact, he's been keeping an eye on usage. I won't speak for him, but the honest picture is that you've got room on your plan. You're licensed for fifteen users and not everyone's in there every week. So I'd want us to be sure you need to spend before you spend.
- Stuart HaworthNow that's a first. A salesman telling me not to buy.
- Owen TallisI'd rather you were happy in a year than annoyed in a month. But the expansion is there if you want it, so let's talk about how it's set up.
- Priya RamanYes, and I think Lauren's point is a good reason for it. If the consultants who are asking can get in, that's the bit that moves things.
- Carl WhittleCan I come in on the money side? Sorry, I'm the one who'll be raising the payment. Is this going to be invoiced separately from the subscription, or does it get folded in? We're on £19,500 a year at the moment, and I want to be sure I'm not double counting anything.
- Priya RamanGood question. The £19,500 is your annual subscription, that doesn't change. The expansion would sit alongside it. My suggestion is that we line it up with your contract end, which is 30 Apr 2026, so everything renews together on 1 May 2026 and you've only one date to manage.
- Carl WhittleThat makes it tidier. And the payment terms are the same as the current ones?
- Owen TallisThirty-day terms, same as now. I'm happy to confirm that in the order form so it's written down.
- Carl WhittleRight, good. I'll want that in writing, as you say. Stuart, I'll leave the rest to you.
- Stuart HaworthGo on then, here's the conversation. £2,614. What's the best you can do?
- Priya RamanSo, I'd like to make this easy. If we can get it signed by Tuesday 30 September 2025, I'm happy to see what I can do. Owen?
- Owen TallisYes. We can look at something on this one, and it'd be tied to that signing date, Stuart. What I won't do is let it become the baseline. A concession on the expansion applies to this term and doesn't carry into your renewal. Let's not discount twice.
- Stuart HaworthHang on, say that again. So it's cheaper now, then goes back up?
- Owen TallisIt's a first-term gesture. When the term rolls over, the expansion is priced at the standard rate. Nothing hidden, I just want you to hear it from me now rather than find it in a renewal.
- Stuart HaworthHmm. I like that you said it. Most people don't. Lauren, are you happy with this?
- Lauren PilkingtonI'm happy if it gets the consultants in. I'm not going to pretend I understand all of how it's set up behind the scenes, but if it works the same as what we've got, then yes.
- Priya RamanIt does, same brain, same place, nothing for you to rebuild. Marcus can walk the consultants through it afterwards if that helps.
- Stuart HaworthDo that. Right. I want to see it in one page. Don't send me a long email, I won't read it.
- Priya RamanUnderstood, one page. I'll send the revised order form with the total and the date, and a short note to go with it. Carl, I'll copy you in so you've got the payment terms.
- Carl WhittlePlease. That's all I need.
- Owen TallisSo just to confirm the next dated step. Priya sends the order form this week, Stuart signs by Tuesday 30 September 2025. Anything else outstanding on your side?
- Stuart HaworthNo. Send it over and I'll look. If it's what we said, it's done.
- Lauren PilkingtonTa, all. Speak soon.
- Priya RamanThanks everyone. Best, Priya, and cheers.
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