Lornefield Pensions Administration / B-Brain – Discovery

Douglas Baird, who reopened talks himself, meets Nell Ashcombe for discovery on a lost Growth account. A £50,000 win-back lead, the total including implementation, needs group sign-off. This call should firm up scope and a sponsor ahead of the 29 Jan 2027 target.

Context: Lornefield's Growth term ended on 2 Apr 2026 at group direction, not over service. On the two 6 Oct 2026 calls, Douglas and Fiona Mackie framed the brain as filling a gap beside the group suite.

Approach: Use the discovery to make that gap concrete: who handles member queries and trustee call preparation today, how often, and what fails. Keep commercial terms to the order form, with Tom Ashdown as the single commercial lead.

Watch for: Quote the £50,000 only as the total including implementation, never as an annual price. Check whether Fiona has the proposal, the order form wording and the data note, because the records do not show they were sent.

Adoption: Earlier in the year about ten people used the brain against forty seats, and the champion has since left. Ask who would sponsor wider use this time.

AI · claude-opus-5-5 · 11 Oct 2026