Presenting competition as a viable alternative can significantly strengthen your negotiating position. By highlighting that you have received lower quotes from competitors for similar functionalities, you put pressure on FiscalNote to match or beat those offers to retain your business. It's essential to communicate that while you prefer their solutions, your finance team mandates a cost-effective approach, and you might need to consider alternatives if they cannot meet your pricing requirements.

Assist in negotiating any proposed uplifts by contending that your budget is not accommodating and that you were not expecting any increase based on prior agreements. This tactic is especially effective if you can draw on comparisons with other suppliers who offer more favorable pricing for expansion. Clarify to the representative that maintaining existing prices or removing unwanted fees is crucial for your path to renewal.

Emphasizing the need to remove an auto-renewal clause can provide you with greater control and leverage during negotiations for renewal terms. Since your finance team requires flexibility in contract negotiations, asserting this as a non-negotiable point can help open discussions about securing better pricing or terms without being locked in. Make it clear that this is a requirement stemming from upper management.

Propose your participation as a reference or in case studies as a strategic value-add, contingent upon reaching agreeable terms on pricing that reflect the mutual benefits of your partnership with FiscalNote. This tactic can enhance their motivation to offer discounts as they would gain marketing value from your endorsement, establishing a more collaborative relationship.