Customers who present competition as an alternative have seen the best outcome in negotiations. Highlighting competitors that offer similar services at lower prices can put pressure on Scrive to match these offers. This approach should focus on the value offered by competitors, emphasizing that your finance team is looking closely at these alternatives as part of the decision-making process.

Emphasizing the need to remove any auto-renewal clauses is vital for maintaining negotiation leverage. By communicating to Scrive that your finance and legal teams cannot agree to contracts with auto-renewal, you open discussions for more favorable terms at each renewal cycle.

If you anticipate needing more user licenses, emphasize the necessity of economies of scale that should accompany this growth. This tactic focuses on securing lower rates as the user count increases, showcasing that as your partnership with Scrive grows, the costs should not increase proportionately with user count.

Propose your willingness to act as a reference or participate in a case study to highlight the value you bring as a customer. This can justify the effort Scrive makes to accommodate your needs and may lead to more favorable pricing or additional benefits.

When faced with an uplift in pricing, anchor your negotiation at a budget requirement significantly below the presented uplift. By framing that your company only budgeted a minimal increase or expects no uplift based on competitor practices, you can negotiate to remove or significantly reduce the uplift, ensuring favorable pricing going forward.