Clashmore Recruitment / BG-Demo – QBR
Callcompleted
Clashmore Recruitment · 27 Jan 2026 10:45
QBR on 27 Jan 2026. Use is climbing on Starter and the Managing Director is satisfied, but he said he will not sign the renewal on 18 Sep 2026 without a discount conversation. No upsell was proposed.
What was said
What this says
As at Fri 9 Oct 2026QBR on 27 Jan 2026. Use is climbing on Starter and the Managing Director is satisfied, but he said he will not sign the renewal on 18 Sep 2026 without a discount conversation. No upsell was proposed.
What happened: Elena Novak ran the QBR on 27 Jan 2026 with Lewis Kerr, Deirdre Barry and Cian O'Leary. Active use was up by about two thirds on the previous quarter, with around three people a day against 15 licensed users.
Customer view: Deirdre said consultants now see open roles, placements and invoices together, and the pharma team open it first each morning. Cian accepted that as the answer he wanted.
Commercial: Lewis confirmed £19k a year on the order form, matching what was invoiced, and advised no upgrade today. Cian said he does not sign without a discount.
Watch: The call put the renewal at 18 Sep 2026, and the evidence does not show what happened since. The renewal falls after 1 Jul 2026, and the call did not mention any change in list price.
Themes
As at Fri 9 Oct 2026Theme
Starter usage and renewal
Importance
renewal
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Elena Novak checks how far back the placement history goes and writes to Deirdre Barry.
- Elena Novak sends Deirdre a list of licensed users and when each last asked a question.
- Lewis Kerr sends a written renewal quote ahead of 18 Sep 2026, and a check-in is held before then.
Risks
As at Fri 9 Oct 2026- The Managing Director expects a discount at renewal and said he will not sign without one.
- Daily use is about three of 15 licensed users, which the Managing Director called not a lot.
- Some newer consultants have not logged in at all.
Opportunities
As at Fri 9 Oct 2026- New sectors may add consultants beyond the 15 licensed users, which would open an upgrade conversation based on usage.
- Medical-devices and food-science consultants are asking more about client history, showing spread beyond the pharma team.
Transcript
Elena NovakHello, can you hear me all right? I think Lewis is just joining as well.
Lewis KerrMorning, Elena. Yes, loud and clear. Morning, Deirdre.
Deirdre BarryMorning, morning! Grand, I can hear ye both. Cian's just getting a coffee, he'll be a minute.- Elena NovakThat is no problem. We will give him a moment.
Cian O'LearyMorning all, sorry, sorry. Did any of you see the hurling at the weekend? Shocking second half.- Lewis KerrI'm more of a football man, I'm afraid, Cian. I'd only embarrass myself.
- Cian O'LearyAh. Well. We'll forgive you.
- Deirdre BarryHe'll go on all day if you let him.
- Elena NovakThank you both. So, to restate the agenda I emailed last week. There are four points. One, usage since the last quarter. Two, what the consultants are getting out of it. Three, anything that is blocking you. Four, the renewal in September and the next steps. Is that still what you would like to cover?
- Cian O'LearyGive me the headline first. Is it working?
- Elena NovakYes, I think the headline is good. Active use is up by about two thirds on the previous quarter. On a typical day it is around three of your people in the brain, out of 15 licensed users, and the trend is steady rather than a spike.
- Cian O'LearyThree out of fifteen. That doesn't sound like a lot.
- Elena NovakThat is a fair challenge. It is an average across the month, and it includes days when people are out with clients. The better measure is that the number is climbing, and that the questions being asked have grown with it.
- Lewis KerrIf I can add a number. You're on Starter, one team, and the licence is 15 users. Nobody is near any limit. So there's no commercial pressure from the usage at the moment, and I'd say that plainly.
- Cian O'LearyGood. What's that cost us again, for the year?
- Lewis Kerr£18,525 a year, excluding VAT, as it stands on the order form. And that matches what's been invoiced, so there are no surprises on that side.
- Cian O'LearyRight. And Deirdre, what's in it for the consultants? Honestly.
- Deirdre BarryQuick one on that, because it's the whole point. Before, a consultant would ring a client and then spend ten minutes hunting through the inbox, the placements sheet and the invoices. Now they open the client and they see the open roles, who we've placed there and what's been invoiced, all together. Grand, that'd save us hours, and it actually does.
- Cian O'LearyHours a week? Per person?
- Deirdre BarryI wouldn't put a number on it for you, Cian, I'd be making it up. But the pharma team say it's the first thing they open in the morning. That's not nothing.
- Cian O'LearyFair enough. That's the answer I wanted.
- Elena NovakTo confirm, that matches what we see. The medical-devices and food-science consultants have started asking about client history much more in the last few weeks, not just the pharma team.
- Deirdre BarryThat's me. I told them to just ask it in plain words, don't go looking for the right page.
- Elena NovakThat is exactly the habit we hope for. Moving to the third point. Have you had any blockers? On our side there have been no support tickets in the last month, and nothing urgent at all.
- Deirdre BarryNone. It's been quiet, in a good way. The only thing is, and this is small, one of the consultants asked if she could see a client's placements going back further than she currently can. Can the consultants see that?
- Elena NovakI do not want to guess. I will make sure that I check what history has been loaded from your systems and come back to you in writing. It may simply be how far back the original load went.
- Deirdre BarryGrand. No rush.
- Cian O'LearyCan I ask about growth? We're looking at a couple of new sectors this year. Does it cope?
- Lewis KerrShort answer, yes, for now. Honestly, with the seats you have and the way people are using them, I wouldn't suggest anything bigger today. If the new sectors mean more consultants and you go past the 15, that's when we'd talk about it, and I'd base it on the usage, not on a guess.
- Cian O'LearyI like a man who doesn't try to sell me something.
- Lewis KerrHa. Well, it's easier at renewal.
- Cian O'LearyWhich is when?
- Lewis KerrThe term ends on 17 Sep 2026, so the renewal date is 18 Sep 2026. That's a good while off. I'll bring you a written quote nearer the time, co-termed to your renewal, and I won't quote anything from memory.
- Cian O'LearyAnd we'll have the discount conversation then. I don't sign without one, Lewis, you know that.
- Lewis KerrUnderstood, and I'm not promising anything on this call. But yes, we'll have that conversation properly, with the usage in front of us.
- Cian O'LearyFine. Deirdre, anything else from you? I've another call.
- Deirdre BarryNo, that's me. Oh, actually, one thing. A couple of the newer consultants haven't logged in at all. Can I get a list of who's using it and who isn't so I can nudge them?
- Elena NovakYes, of course. I will send you a list of the licensed users and when each of them last asked a question. Please treat it as an internal list for your own use.
- Deirdre BarryPerfect, thanks a million.
- Elena NovakLet me summarise the actions, as agreed. One, I will check how far back the placement history goes and write to Deirdre. Two, I will send Deirdre the list of users and their last activity. Three, Lewis will send a written renewal quote ahead of 18 Sep 2026. Four, we meet again for a check-in before then. Is that correct?
- Lewis KerrThat's right. Kind regards all, I'll leave you to it.
- Cian O'LearyGood stuff. Cheers, all.
- Deirdre BarryThanks a million, everyone. Bye now.
- Elena NovakGoodbye, and thank you. You will have the written summary today.
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