Introduce competition as a key tactic in your negotiation process to demonstrate the need for better pricing or terms. Emphasize other quotes or options available to highlight that your finance team is assessing all alternatives. This method pressures the incumbent supplier to either improve pricing or risk losing your business.
When approaching the negotiation, push to have any proposed price increases or uplift removed from future agreements. Argue that sustained volume usage should not come with an elevated price, and insist on a rate that honors the previous agreement, especially when your usage remains consistent or you can demonstrate high engagement with their product.
Request to remove auto-renewal clauses from the contract to maintain flexibility and negotiation leverage for future renewals. Emphasize that it’s a requirement from your finance team for new purchases, and hence it’s essential to align with this new policy before proceeding with the deal.
Leverage your willingness to be a case study or reference to negotiate pricing reductions. This can be portrayed as a value exchange where you signify the importance of this partnership going forward, contingent upon achieving favorable terms. This tactic underscores your commitment and the mutual benefits of showcasing successful use of their product.
Assert that the previously offered discounts should not be treated as one-time opportunities. You can push for these discounts to apply to the current negotiation as the organization's financial expectations were set based on previous agreements. Highlight the importance of maintaining continuity in your pricing to align with budgeting.