This tactic involves leveraging competing quotes to strengthen your position in negotiations. In this scenario with Workable, clearly communicate that you are evaluating options and mention a competitor's quote that offers similar functionality at a lower price. This should compel Workable to reconsider their pricing to maintain your business.
Highlight the need to remove auto-renewal clauses, citing your finance team's policy that requires you to maintain control over future negotiations. By stressing how mandatory this requirement is, you can gain leverage to negotiate better terms and pricing.
Offering to pay annually upfront can be an attractive proposition for Workable. This not only strengthens your negotiating position but can also provide potential discounts. Make it clear that while you are ready to pay upfront, it must come with a favorable pricing model.
If you plan to increase the number of users, use this as leverage to negotiate lower rates. Emphasize how your growth could impact pricing favorably and negotiate a structure that allows for reduced rates as user numbers increase.
Discuss the possibility of waiving overage fees, especially if you can demonstrate a commitment to staying within agreed limits. Reference your previous usage patterns and emphasize that increased usage should not lead to higher costs.