Cawthorne Learning / BB-Demo – Negotiation

First negotiation with Patrick Rowbotham, Cawthorne Learning's chief executive and economic buyer. He will not decide on the Growth proposal until the board sees cost per provider, and the deal's expected close is 18 Nov 2026.

Context: Cawthorne Learning is a prospect with nothing signed and no invoices. The final proposal of 18 Sep 2026 prices Growth at £50k a year, with implementation inside the £62k deal total. Patrick heard it on 21 Sep 2026 and was cautiously positive.

Approach: Lead with the cost-per-provider case Patrick asked for, then settle the open items: security answers, one refresh wording and exit terms. Harvey Doyle leads, and Owen Tallis holds the commercial line. Any discount applies to the first term only, at most 20%.

Watch for: Exit terms, data location, and set-up load on Hayley Staniland's team. The evidence does not show whether Cerys Llewellyn sent the provider count or whether Hannah Lowe's written security answers have gone out.

AI · claude-opus-5-5 · 14 Oct 2026