Fenmoor Specialty Underwriting / B-Brain – Negotiation

Richard Thorne, who questioned the annual fee in August, meets Tom Ashdown and Owen Tallis with procurement to negotiate the expansion for two new lines. The deal still names Priya Raman, who left on 28 Aug 2026, and the 5 Oct 2026 proposal prices nothing.

Context: Fenmoor holds an executed Enterprise order form at £125,000 a year to 30 Jun 2027, all invoices paid. Imogen Hartley, the sponsor of the two new lines, is not on the invite, so the economic buyer and procurement decide without her in the room.

Approach: Tom opens by confirming he owns the commercial side. Then lead with value before price: 64 active users and 2180 questions in 2026-09 against 150 licensed, with the July service misses and the £1,042 credit acknowledged plainly.

Approach: Present the addition as co-terminous with the current term, renewing together on 1 Jul 2027. Any discount applies to the first term only and is capped.

Watch for: On 17 Aug 2026 Richard was working from about fifteen active users, while platform usage shows 64. Reconcile the two before quoting either. The evidence does not show whether a priced addition or value page has yet been sent.

AI · claude-opus-5-5 · 11 Oct 2026