When you anticipate a rate increase due to your current contract, consider emphasizing that the increase is outside of your budget expectations. Highlight the fact that you are reducing the scope and would expect the renewal to reflect this in terms of costs. During the negotiation, indicate that you have checked market standards and that you need the revised rates to be aligned with your budget constraints.
Bring up billing expectations that were not outlined in the original agreement or contract. When discussing the uplift, assert that it was not documented in any previous communications and challenge the reasoning behind the uplift charge. This tactic can help in negotiating a lower cost for the renewal due to the misalignment of budget increases with your operational needs.
Utilize any competitor offerings you have researched. Present these competing prices to the vendor, making it clear that they need to match or come below these to keep your business. This includes emphasizing any features that you find advantageous in competitor products over the current offering.
If you can't provide a direct competitor's offer, mention that you are required by your finance team to evaluate alternatives, which creates leverage without having a specific competitor offer at hand. This can open the dialogue regarding potential negotiations and encourage the supplier to offer better terms proactively.
Discuss potential overage fees during the renewal negotiation. Make it clear that any increases in fees are unwelcome and request that these be waived, especially if you can show that your usage has either stabilized or not exceeded the previous year's usage significantly.