Fulbourn Underwriting / BG-Demo – Negotiation
Callcompleted
Fulbourn Underwriting · 14 Jan 2025 16:45
Fulbourn Underwriting asked for a first-year discount against a three-year commitment. Owen Tallis offered twelve percent, with full price from year two, and Nicholas Fairbairn accepted. Quote and order form were to follow.
What was said
What this says
As at Fri 9 Oct 2026Fulbourn Underwriting asked for a first-year discount against a three-year commitment. Owen Tallis offered twelve percent, with full price from year two, and Nicholas Fairbairn accepted. Quote and order form were to follow.
What happened: Owen Tallis joined Lewis Kerr for the 14 Jan 2025 negotiation. Nicholas Fairbairn asked for a first-year discount against a three-year commitment, and they settled on twelve percent.
Customer view: Octavia Blake said Fulbourn would commit contractually to the three years. Nicholas called it a significant investment and wanted the discount to help build the business case.
Commercial: Owen's condition was full price from year two. The agreed sequence was revised quote, signed order form, then the implementation clock starts and the security review runs in parallel.
Watch: The call does not show that the order form was signed. Only an executed order form fixes the price, the discount and the terms.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Lewis Kerr sends the revised quote to Nicholas Fairbairn and Octavia Blake on the day of the call.
- Lewis Kerr and Owen Tallis draft the order form, to go to Fulbourn around the middle of the following week.
Risks
As at Fri 9 Oct 2026- The twelve-week timeline depends on the order form being signed and the security review completing.
- The call does not show that the order form was signed, so the twelve percent discount is not yet contracted.
Opportunities
As at Fri 9 Oct 2026- A contractual three-year commitment, confirmed by Octavia Blake, secures the subscription beyond year one at full price from year two.
Transcript
Lewis KerrNicholas, Octavia, Owen's just joining us from our side. We wanted to bring him in to discuss the commercial terms we discussed last week.
Owen TallisHi Nicholas, Octavia. I've reviewed the proposal. So the one forty all-in for year one, that's solid on implementation and the subscription. What's the feedback from your side?
Nicholas FairbairnIt's a significant investment. We're impressed with the scope, but we'd like some flexibility on the commercial side. First year, maybe, if there's any discount.- Owen TallisWhat kind of movement are you thinking?
- Nicholas FairbairnWe'd be signing a three-year commitment. If there's a way to discount the first year, that helps us build the business case.
- Owen TallisThree-year commitment, contractually or internal plan?
Octavia BlakeWe'd be happy to commit contractually. We're serious about this.- Owen TallisThat's useful. On a three-year term, I can find some room on year one. What discount are you looking for?
- Nicholas FairbairnTen percent on year one?
- Owen TallisThat's at the upper end. Could you do twelve percent? So you'd renew at the full price from year two?
- Nicholas FairbairnTwelve works. And the timeline, can you still hit twelve weeks from implementation start?
- Lewis KerrOnce you're signed and the security review is done, yes. We've got capacity to start within a week.
- Octavia BlakeAnd you need us to sign before the security review?
- Owen TallisThe order form, yes. So the sequence is: revised quote, you review it, formal order form, you sign that, then implementation clock starts and security review runs in parallel.
- Nicholas FairbairnHow soon can we see the updated quote?
- Lewis KerrI'll get it to you by end of day. And then we'd get the order form over probably mid next week.
- Octavia BlakeThat's good. I think we can move on that timeline.
- Owen TallisExcellent. Lewis will send the quote and we'll get the order form drafted. Once you've reviewed and you're happy, we'll get it signed and implementation kicks off. Sound good?
- Nicholas FairbairnSounds good. Thanks.
- Lewis KerrCheers, both. I'll send that quote over this afternoon.