By emphasizing the need to remove auto-renewal clauses due to finance or legal requirements, you can gain leverage in your negotiations. This tactic is particularly effective when the supplier relies on the stability of auto-renewals for their cash flow. By stating your preference to have the option to reconsider the contract at renewal, you open up pathways for more favorable pricing or terms.
Presenting pricing you've obtained from competing products can be a powerful lever. When accompanied by evidence outlining what those competitors offer at lower costs, this tactic pressures the supplier to reconsider their pricing to maintain your business. Ensure to highlight any additional features or capabilities that make IntelAgree your preferred choice, thus making the ask more valid.
When negotiating a renewal with an uplift that exceeds expectations, anchor your request for the uplift removal based on budget constraints. Provide a backdrop of historical pricing and illustrate how a lack of service evolution justifies the ask for flat pricing. This can serve as a strong tactic to advocate for more favorable financial agreements.
Offering to serve as a reference or participate in a case study can show your commitment to IntelAgree and add value to the conversation. It’s essential to position this commitment as a 'give' contingent upon reaching mutually agreeable terms that reflect the importance of the relationship.
If IntelAgree has upcoming security features proposed that will add costs, use the role of finance constraints as leverage to negotiate for discounted or waived features. Highlight competitive offerings that include similar security functionalities at no additional charge.