Introduce competitors as alternatives and be clear on their pricing comparison. If you can present that another vendor has offered a lower price for similar functionality, it can persuade FS-ISAC to match or lower their pricing. Especially emphasize the importance that your finance team is highly conscious of the differences in proposed costs.

Negotiate to remove any auto-renewal clauses in the contract. Highlight this as a necessary business requirement to enhance negotiation flexibility for future terms. This will provide you the opportunity to reassess needs and pricing well before the renewal period.

Negotiate for a one-time discount that can potentially carry over into the next term. Highlight that the expected budget for continuous engagement remains consistent, and securing this discount is essential for moving forward with FS-ISAC.

If there are any product issues or concerns, such as underutilization or dissatisfaction with service levels, document these as part of your negotiation conversation. Highlight how these issues necessitate a more favorable pricing structure to continue the partnership.

Push to remove any proposed uplift for the upcoming renewal period. Anchor your negotiation based on past agreements without uplift, emphasizing that your budget was not prepared for an unexpected increase.