Kingdon Diagnostics / BG-Demo – Proposal
Callcompleted
Kingdon Diagnostics · 11 Aug 2025 09:45
Lewis Kerr presented a £2,934 addition, plus VAT, co-termed to the January renewal. Graeme Charlton wants a number for the return and will sign if it adds up. Expected close 8 Sep 2025. Usage is low against forty seats.
What was said
What this says
As at Fri 9 Oct 2026Lewis Kerr presented a £2,934 addition, plus VAT, co-termed to the January renewal. Graeme Charlton wants a number for the return and will sign if it adds up. Expected close 8 Sep 2025. Usage is low against forty seats.
What happened: Lewis proposed a narrow addition so turnaround reporting covers every trust in one view. Aisha Bukhari said she still stitches some of it by hand.
Customer view: Graeme asked for the return as a number, not a risk argument. Aisha will send the hours her team spends compiling it, and Graeme will sign if the proposal and hours add up.
Commercial: The order form is £42k a year on Growth with forty users. Lewis said £2,934 is the total value of this piece of work, not an annual price, and renewal is a separate conversation. The proposal is an open item until an order form is signed.
Watch: Lewis said weekly logins are a handful and lower than last quarter. Aisha said it is mostly her and a couple of contract managers, so Marcus Bell may run a session.
Themes
As at Fri 9 Oct 2026Theme
Turnaround reporting addition proposal
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- Lewis Kerr to send the proposal the same day, with the VAT position on the front.
- Aisha Bukhari to send Graeme and Lewis the hours her team spends compiling the reporting that week.
- Lewis to ask Marcus Bell to run a short session for the contract managers.
Risks
As at Fri 9 Oct 2026- Graeme will not sign unless the return is shown as a number, and Aisha's hours figure is not yet in hand.
- Only a handful of the forty licensed users log in each week, which weakens the value case at renewal.
- The 8 Sep 2025 close is tied to a finance cycle that follows it, so slippage costs time.
Opportunities
As at Fri 9 Oct 2026- A narrow addition for turnaround reporting across every trust, co-termed to the January renewal.
- An adoption session for the contract managers could widen use before the review.
Transcript
Lewis KerrMorning, Aisha, morning Graeme. Can you both hear me alright?
Aisha BukhariMorning, Lewis. Yes, loud and clear. Graeme, I think you're on mute.
Graeme CharltonSorry, yes. Morning. Is that better?- Lewis KerrPerfect. Thanks both for making the time. I know it's a busy week for you, with the trust meetings.
- Aisha BukhariIt is, it is. The contract review is coming up, so I'll be honest, I've got half my head in a spreadsheet. But this is on my list, so let's get through it.
- Graeme CharltonBefore we start. What has changed since we last spoke?
- Lewis KerrFair question, and it's a good place to begin. Not a great deal on the contract itself. You're on Growth, forty users licensed, and the order form is £41,800 a year. That hasn't moved. What's new is that I've put the proposal together for the addition we sketched last time, and I'd like to confirm what you want to buy and by when, so I don't send you something that misses.
- Aisha BukhariYes. So, the thing we need is the turnaround reporting to cover every trust we hold a contract with, in one view, before the review. Right now I'm stitching some of that by hand, which is exactly what we bought the brain to stop.
- Lewis KerrRight. And that's what the proposal is built around. To put a number on it, the addition comes to £2,934 in total, plus VAT, co-termed to your renewal. So it sits inside the current term and you're not paying for it twice when January comes round.
- Graeme CharltonTwenty nine thirty four. Is that a one-off, or does it recur?
- Lewis KerrGood, let me be careful there. £2,934 is the total value of this piece of work. I wouldn't describe it as an annual price. What happens at renewal is a separate conversation, and I'd bring the full figures to that, not quote from memory today.
- Graeme CharltonUnderstood. Keep it simple. Is that within budget? I think so, but what's the return?
- Aisha BukhariCan I take that one, Graeme? The return, as I see it, is that when a trust asks us about reporting turnaround, we can answer from evidence and not from somebody's memory. No surprises for the trust.
- Graeme CharltonMm. That's a risk argument. I'd like it as a number if you can. Even a rough one.
- Aisha BukhariI can give you the hours my team spend compiling it for each review. I don't have it to hand, so I won't guess in front of Lewis. I'll pull it together and send it to you this week.
- Lewis KerrThat would help me too, because I can then match the scope to the actual work. Can I raise one thing, though? I looked at the usage before this call, and I'd rather say it than have you find it.
- Aisha BukhariGo on.
- Lewis KerrThe number of people logging in each week is small, a handful, and it's a bit lower than the previous quarter. Nothing dramatic, and the summer will explain some of it. But you've got forty seats and only a few people using them, so I'm not going to suggest more seats. This proposal is deliberately narrow for that reason.
- Graeme CharltonGood. I appreciate you saying so.
- Aisha BukhariNo, that's fair, and I'd rather hear it. Honestly, it's mostly me and a couple of the contract managers. The others dip in. We haven't got the habit yet, and some of that is on me. People who aren't asking questions of it aren't seeing why it matters.
- Lewis KerrThat's a common pattern, to be fair. The people who started it keep going, and everyone else waits to be shown. Marcus Bell, your CSM, could run a short session with the contract managers. I'll ask him, so it doesn't sit with me.
- Aisha BukhariYes, please. Ideally before the review, so they can see the turnaround figures themselves.
- Graeme CharltonWhat does the proposal commit us to, in terms of timing? I don't want an implementation that drags into the autumn.
- Lewis KerrIt's small enough that I'd expect it to be quick, but I won't give you a duration I haven't checked with the delivery team. I'll put it in writing in the proposal, with the date it's live by. What I do have is the expected close, which I've got as 8 Sep 2025. Does that still work for you?
- Graeme CharltonEighth of September is fine from a board point of view. I'd not want it later. We have a finance cycle after that.
- Aisha BukhariAnd the review itself is before that, so I'm hoping to use what we have already and not wait for the addition. I'll be honest about that in the room. I won't say it's done when it isn't.
- Lewis KerrThat's the right way to do it. Better to say it's in hand than overstate. I can put a one-page summary together that you can show the trust, setting out what's live now and what's coming, if that helps.
- Aisha BukhariThat would be very useful. Information governance will want to see where the data sits as well. It's inside our own Snowflake account, is that right? I'd like the sentence to be exactly right.
- Lewis KerrYes. It's built and run inside your own Snowflake account, so the data doesn't leave it. I'll make sure the summary says it in plain words and I'll have someone on our side check the wording before it goes to you.
- Graeme CharltonFine. Lewis, so I'm clear on what I'm signing. A business case, a figure, a date. Is it one document?
- Lewis KerrIt's the proposal, and the order form follows from it under your existing agreement. I'll send the proposal over today, with the VAT position on the front, and the order form once you've said yes to the scope. Nothing arrives that you haven't seen first.
- Graeme CharltonGood. Then I'll wait for the proposal and Aisha's hours. If those add up, I'll sign. If they don't, I'll tell you plainly.
- Lewis KerrThat's all I'd ask. So, to recap. I send the proposal today. Aisha sends the hours this week. I ask Marcus about a session for the contract managers. We aim for 8 Sep 2025 to close, and nobody's surprised in January.
- Aisha BukhariThat's right. Thank you, Lewis. Good luck with the rest of the week, Graeme.
- Graeme CharltonAnd you. Thanks both. Bye.
- Lewis KerrSpeak soon. Bye.
Callsmade from