Introducing competitors as an option during the negotiation creates pressure for the supplier to provide better pricing or features. Ensure to state not only the competitive price but also what additional features you prefer from the competitor, which helps in making your case stronger.

By discussing multi-year contracts, you can leverage potential discounts. However, be cautious as your team rarely approves these. Emphasize that you typically only sign single-year contracts and that your CFO requires substantial savings to even consider extending a contract.

Removing auto-renewal from the contract is crucial for maintaining leverage in future negotiations. Emphasize that this is now a requirement from finance, preventing potential oversight that may affect the continuity of your purchase.

Offering to participate as a reference or case study can be a valuable trade-off that may lead to better pricing or terms. Present this option only after negotiating ideal commercial outcomes to ensure you secure maximum value.