Following up on our discovery call
Email thread Kelvinhaugh Pension Services · sales
Tom Ashdown pencils in Starter after discovery, with an unconfirmed £24k in his notes. Fiona Drummond wants a decision by 26 Jan 2024 and a demo on Kelvinhaugh's own scheme data first.
What was said
What this says
As at Fri 9 Oct 2026Tom Ashdown pencils in Starter after discovery, with an unconfirmed £24k in his notes. Fiona Drummond wants a decision by 26 Jan 2024 and a demo on Kelvinhaugh's own scheme data first.
Ask: Fiona needs to take the proposal to her operations director and one of the partners, so it must read well for people who have not been on the calls. She also asked to see the brain working on Kelvinhaugh's own scheme data.
Customer view: She called Tom's summary "fair" and set a decision date of 26 Jan 2024. Her sentiment is positive and she is the working champion, not the final approver.
Next: Tom agreed to the date, to a demo on their data and to a standalone proposal. The £24k is only his notes and includes the one-off implementation fee, so it is not a quoted price.
The thread
Updated 9 Oct 26Messages
Tom Ashdown 24 Oct 2023 10:28Hi Fiona, Thanks again for the discovery session, really useful. My takeaways: your relationship managers lose a lot of time pulling together the picture on each scheme before client meetings, and you'd like one place to ask rather than five. On the commercial side, I'm pencilling in Starter for that team. As it stands in my notes the total deal value is £23,550, which includes the one-off implementation fee, but leave that with me and I'll confirm it properly in the proposal rather than have you rely on my memory. Could you let me know who else needs to see it before it goes further? Best, Tom
Fiona Drummond 25 Oct 2023 10:59Hi Tom, Thanks, that's a fair summary. Before anything goes further I'll need to take it to our operations director and one of the partners, so the proposal should be easy to read for people who haven't been on the calls. We'd like to be decided by 26 Jan 2024 if we can. Could we also see it working on some of our own scheme data first? I've seen this work elsewhere and it makes the decision much easier. Thanks, Fiona- Tom Ashdown 26 Oct 2023 16:27Hi Fiona, No drama, 26 Jan 2024 gives us plenty of room. A demo on your own data is how we do it anyway, so I'll sort a date with you separately. I'll write the proposal so it stands on its own for your operations director and the partner. Cheers, Tom