When negotiating with Concord, present competitive offers from other suppliers if available. This tactic works best if you can demonstrate a realistic chance of switching suppliers, which adds pressure to Concord to lower their pricing or enhance their value proposition. Clearly communicate that while your team prefers Concord for its features, financial constraints force you to consider alternatives.
Address the automatic renewal clause in contract negotiations with Concord. Emphasize that your finance team has a new requirement to avoid auto-renewals, which allows you to maintain control and leverage during the renewal discussions. Stressing this point may help secure better contractual terms and provide flexibility in future renewals.
If applicable, leverage any required upgrades for enhanced security features to negotiate better pricing or terms. Highlight that many competitors offer similar features without additional costs and that your organization may consider switching if the pricing and terms do not align with budget expectations.
Propose participating in case studies or as a reference for Concord, conditional upon reaching favorable negotiation terms. By offering to act as a testament to their services, you can demand a pricing reduction or better contract terms as this adds potential marketing value for Concord.
Negotiate for the removal of any proposed uplift in pricing at renewal, anchoring at a specific budget growth requirement. Highlight that your organization had not anticipated such increases, and base negotiations on current budget constraints and expectations from competing offers.