Renewals aren’t just paperwork—they’re your golden ticket to transform vendor relationships into strategic partnerships. Stop dreading the "money talk" and start leveraging renewals to deepen trust, align with evolving goals, and unlock growth.

Discover why timing trumps tactics, how to reframe price hikes as value accelerators, and why your client’s silence isn’t consent.

Highlights
(Key insights with timestamps)

• (0:33 ) Renewal ≠ Chore: Flip the script—use renewals to elevate partnerships, not just retain accounts.
• (1:57 ) Timing Is Everything: Initiate conversations 3-6 months early (clients plan exits before you know it).
• (4:14 ) Objectives That Win: Aim for multi-year deals, preferred status, or value-backed price adjustments ("We cut your costs by 15%—imagine year two").
• (6:24 ) Pre-Renewal Power Moves:

1. Value Proof: Explicitly recap wins (don’t assume they remember).
2. Insight Hunting: Resurface past client pain points to show progress.
3. Internal Alignment: Mobilize teams before negotiations start.

• (9:50 ) Defuse Objections: Offer tiered pricing, phased rollouts, or service-level options (e.g., "Pay more for white-glove service or less for reactive support").
• (12:04 ) Decision-Mapping: "Who signs off?" Ask early—avoid invisible stakeholders sinking your deal.

Your Next Steps
(Turn "maybe" into "yes" this quarter)

• Schedule now: Book renewal chats 3-6 months out for 1 key account.
• Define YOUR win: Pick one objective (e.g., multi-year deal) and craft a client-centric pitch.
• Audit value gaps: List 3 specific wins you’ve delivered (e.g., cost savings, efficiency gains).
• Map decision-makers: Identify & engage ALL stakeholders before talks begin.

Resources

• Book: The Expansion Sale by Peterson/Reisterer (Renewal playbook)
• Article: 45 Best Questions to Uncover Client Needs (Read it here)
• Intercom’s 2025 CX Trends (AI’s impact on loyalty)

Renew with Confidence!

1. Master strategic renewals: Join The KAM Club for templates, negotiation scripts, and live coaching: 
2. Share your renewal hack: Tag Warwick Brown on LinkedIn (@warwickkambrown) with your best "maybe-to-yes" tactic!

Your renewal isn’t an endpoint—it’s the launchpad for your next growth chapter. 🚀✍️