Presenting competing alternatives is a powerful tactic in negotiation. Emphasize that you are evaluating alternative solutions and that another supplier has quoted a lower price for similar functionality. This strategy not only helps pressure the current supplier but also makes it clear that you’re not tied to one option. Make them aware that the budget constraints from your finance team are tied to these evaluations.

Remove auto-renewal terms from your agreement to maintain negotiation leverage in future discussions. Present this as a new requirement from your finance team to avoid being locked into unfavorable terms without negotiation. This tactic gives you flexibility and power during future negotiations.

Challenge any proposed uplift in costs during renewal discussions, particularly if your current usage rates haven't changed. Emphasize that you did not anticipate such increases and leverage competitive pricing as a justification for maintaining or reducing your current pricing structure.

If you are planning to increase the number of users, utilize this as leverage to negotiate a lower rate per user or volume discount. Ensure that your projection is realistic, as suppliers are often willing to reduce pricing when they know growth is imminent.

Offering to participate as a reference or in a case study can provide valuable marketing leverage to the supplier. Propose this as a consideration for better pricing terms, stressing that serving as a reference will require a deal that benefits both parties.