Leverage existing competitive offers as a negotiating tool. Present verifiable alternatives to Dun & Bradstreet that offer similar functionalities at a better price. By stating that competitors have quoted lower prices, you can create pressure for D&B to consider pricing adjustments or additional value adds to match or better the competitor’s offer.
Focus on negotiation around the core overage fees highlighted in your agreement. Overages are often negotiable; ask that all or part of these fees be waived as you communicate your business expectations and growth plans. If prior usage warrants it, leverage this to avoid additional charges.
Address the potential uplift in contract pricing by demonstrating solid historical usage and growth expectations. Request that D&B significantly reduces or removes the anticipated uplift as part of the renewal conversation, emphasizing previous agreement terms and market practices.
Negotiate for the removal of auto-renewal clauses in your new contract. This grants you the ability to reassess the relationship and terms each renewal period, a tactic that can lead to better control over contract terms and pricing adjustments in future negotiations.
If new features or upgrades that D&B promotes are related to compliance or security needs, leverage your situation to negotiate for these additions at little or no extra cost. Highlight other competitors that offer similar security features at no premium.
Position your organization as a case study or reference for D&B in exchange for better pricing. This not only adds value for D&B but can also help funnel some of the marketing resources that could result in financial concessions during negotiations.