Introducing competition as a leverage point can significantly enhance your negotiating position. Make it clear that you are considering alternative suppliers and their offerings, which can help you negotiate better terms or pricing with 13SQFT. For instance, mention a competitor offering similar services at a lower cost or better terms. This helps outline the financial constraints imposed by your finance team and why their offer needs to be competitive.
Removing the auto-renewal clause can provide you with better flexibility to negotiate in subsequent years. It's valuable to present this need as a new requirement from your finance team that mandates all contracts must not automatically renew. This tactic can prompt 13SQFT to reconsider contract terms in your favor to secure your business for longer periods without the risk of annual price increments.
Negotiating for the removal of any proposed uplift in contract pricing is an effective strategy, especially if your use case predicts stability or reductions in usage. Assert that your annual budget does not accommodate the proposed uplift and highlight competitive alternatives that offer stability and predictability in pricing.
If there is uncertainty regarding the value derived from 13SQFT's offerings, proposing a month-to-month or short-term arrangement can be a tactical move. This puts pressure on the supplier to demonstrate value quickly to retain your business in the future. Discuss openly with your procurement team the potential lack of ROI that necessitates a cautious approach in contract length.
Offering to serve as a reference or participate in a case study can be mutually beneficial and serve as leverage in your negotiations. Condition this offer upon receiving favorable pricing or terms to achieve a better outcome that rewards your collaboration. This tactic can amplify your business's perceived value to 13SQFT and incentivize favorable terms.