Irwell Payroll Services / BG-Demo – Negotiation
Callcompleted
Irwell Payroll Services · 1 Oct 2024 15:45
Keith Partington, Managing Director, is keen but finds the quoted price steep for a small payroll bureau. Owen Tallis offered twenty-three five hundred for year one only. Keith would sign by end of month if it holds.
What was said
What this says
As at Fri 9 Oct 2026Keith Partington, Managing Director, is keen but finds the quoted price steep for a small payroll bureau. Owen Tallis offered twenty-three five hundred for year one only. Keith would sign by end of month if it holds.
What happened: Priya Raman and Owen Tallis took Keith through the order form on the 1 Oct 2024 negotiation call. Keith asked for the low twenty thousands and was moved to twenty-three five hundred as a final number.
Customer view: Keith says the team loves what the brain can do, but the price is steep for a small bureau. He called twenty-three five "better" and "fair enough", and said he signs for the company.
Commercial: The discount is first-term only. Priya told Keith the price returns to £20k in year two, so the renewal price conversation is already set up.
Watch: The evidence does not show whether the order form was signed. Keith tied signature to the price moving and to a year-end go-live.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Priya Raman to send Keith the revised quote for twenty-three five hundred the day after the call.
- Keith Partington to confirm he is ready so the order form can be sent and signed by end of month.
Risks
As at Fri 9 Oct 2026- Keith found the first-year price steep and hoped for the low twenty thousands, so the deal may stall if he reads the offer as too high.
- The discount applies to the first term only, so the price rises to £19,500 at the first renewal.
Opportunities
As at Fri 9 Oct 2026- Keith is the signatory and said he could turn the order form around quickly once he is happy with the price.
- A signature by end of month would let the four-week implementation finish before year-end, as Keith wants.
Transcript
Priya RamanKeith, thanks for making the time. Owen's jumped on because we wanted to talk through the order form together. Where are you at?
Keith PartingtonWe're pretty keen on the solution, the team loves what the brain can do. Only thing is, the twenty-five five is a bit steep for us. We're a small payroll bureau, you know? We were hoping to negotiate a bit on the first year.
Owen TallisWhat's the next dated step for you, Keith? What does signing look like?- Keith PartingtonWell, if the number moves, we'd be looking to sign by end of month. We want to be live before year-end.
- Owen TallisRight. So you're saying you'd move to signature this month if the price came down. Where do you see it landing?
- Keith PartingtonHonestly, somewhere in the low twenty thousands would make sense to us. Twenty-one, twenty-two. We're committed to the idea, but that feels fairer on the first year.
- Owen TallisI hear you. Here's the thing, the price you're seeing includes the implementation, which is four weeks of Hannah's time plus the training. That's all built in. What I can do is we go twenty-three five hundred for year one. That's our first-term discount, it only applies to your initial contract, not the renewals.
- Priya RamanAnd Keith, once you hit year two, it goes back to nineteen five hundred, no surprises. This first discount is just to get you live and showing value.
- Keith PartingtonTwenty-three five is better. Is that your final number?
- Owen TallisIt is. What I won't do is discount twice: we've made room on the first term, the assumption is you'll see value and we'll renew at the standard price. Fair?
- Keith PartingtonFair enough. So if I come back saying yes to twenty-three five, what happens next?
- Priya RamanYou sign the order form, we send you a welcome pack, Hannah reaches out to Ashleigh to set up the kickoff. You're live four weeks from signature.
- Owen TallisAnd we'd want to lock this in by end of month for you to make the year-end go-live. Who signs on your side?
- Keith PartingtonThat would be me. I can turn around an order form pretty quick once I'm happy.
- Owen TallisGreat. So Priya will get you the revised quote for twenty-three five hundred tomorrow. Take a look, let us know you're ready, and we'll get the order form across.
- Priya RamanAnd Keith, if you have any questions on the terms or the timeline, just ping me. We're keen to get you live.
- Keith PartingtonWill do. Thanks both.
- Owen TallisThanks, Keith. Speak soon.