In negotiations, presenting competitors' offers can significantly impact the outcome. Convey the urgency and necessity for better pricing by outlining the offer from other providers that might have lower rates or added benefits. This tactic not only sets a benchmark for your negotiations but also increases pressure on Gusto to remain competitive. If Gusto knows that your finance team is considering alternatives, they might offer concessions to secure your business.

If your organization is considering a long-term partnership with Gusto, you can leverage a multi-year arrangement to lock in better pricing or terms. Use this tactic by emphasizing that your finance team typically requires substantial discounts for commitments extending beyond a year, especially for a new vendor. This also implies an urgency to meet the budget requirements set by your company. This tactic positions the multi-year commitment as a potential tool for achieving favorable outcomes.

Address any potential overage fees upfront. If Gusto has priced based on features that may exceed your needs, pushing back on this can lead to negotiating those fees down or eliminating them entirely. This is particularly useful if you've experienced overages in the past or if your usage forecasts indicate stable or decreasing needs for the next term. Highlight past instances where the usage fluctuated and leverage it to avoid unnecessary costs.

Make it clear that your organization cannot accept an auto-renewal clause in the contract because of finance and legal requirements. Stress that removing this clause will make your team more comfortable proceeding with the agreement. By keeping the option to review terms closer to renewal dates, you retain leverage for more favorable conditions in the future.

Positioning your organization as a potential reference or engaging in a case study can provide substantial value to Gusto. This tactic suggests that Gusto can leverage your success story for marketing and branding purposes, and in return, you can negotiate for better pricing or terms. Ensure these discussions highlight mutual benefits, showcasing your commitment to leveraging their products while expecting favorable commercial terms.