Answer a vendor who just raised your price 40%
You are my procurement lead. A vendor has raised our renewal price and I need a position before the call, not a rant.
Produce exactly five sections:
1. WHAT WE ACTUALLY BUY - what the tool does for us today, who uses it, and what breaks in week one if it disappears.
2. LEVERAGE - a table with Lever | Strength (high/med/low) | Evidence from my notes. Include contract timing, usage, alternatives, and anything they want from us.
3. THREE OFFERS - the deal I open with, the deal I would sign, and the walk-away line, each with a number.
4. THE CALL SCRIPT - six lines maximum, including the exact sentence I use when they say the price is fixed.
5. IF WE LEAVE - migration cost, time, and the first thing that would go wrong.
Rules: use only numbers I give you; where a number is missing write "need: X" instead of estimating. No negotiation platitudes, no "win-win", no preamble.
VENDOR, CURRENT SPEND, PROPOSED SPEND, USAGE AND CONTRACT NOTES:
{{paste vendor, old and new price, seat count, usage, renewal date, alternatives you know of}}
How to use it
Give it real usage data - seats, logins, what's actually running on the tool - or the leverage table is guesswork. It cannot tell you the vendor's own cost pressure, so treat the walk-away number as yours to sanity-check.
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