Contract renewals aren’t just administrative exercises. Done well, they’re strategic opportunities to strengthen partnerships, reset expectations, and create new value. In a recent roundtable with Luc Bertram, VP of Global Strategic Accounts at Ingredion, and Miranda Rohrbaugh, Scotwork North America VP of Sales, we discussed best practices that apply to both buyers and sellers.
Here are 6 practical tips, supported by insights from our conversation.
1. Preparation Is Everything
Luc reminded us that renewal season can make or break performance for the next year or even two. His insight: “If we wait until the last minute to prepare, that’s when things go south. Preparation allows us to anticipate, align objectives, and avoid missteps.”
The takeaway is clear: Don’t treat renewals as routine. Do the groundwork. Know your objectives, anticipate the other side’s, and map out possible concessions before anyone sits down at the table.
2. Address Problems Early
Miranda shared a story about a contract she thought would never renew. Instead of waiting for the inevitable, she approached the client three months before expiration: “I went in and said, ‘I don’t think you should keep working with us,’ and then showed them an alternative tied to their objectives.”
That honesty not only preserved the relationship but led to a better deal. Proactivity prevents surprises, and candor creates trust — even when the message is difficult.
3. Focus on Value, Not Just Price
It’s tempting for both sides to fixate on cost. But as I noted during our discussion, “We get fixated on price because it’s the easiest thing to communicate. The harder part is connecting value propositions with what the other side is really trying to achieve.”
Renewals should start with value — the results delivered, the risks managed, and the opportunities created. Price should follow as part of the package, not dominate the conversation.
4. Build Internal Alignment
Renewals often stall because of disagreements across the table, both internally and externally. Luc explained, “Internal negotiation is often more complex than external. We need a well-prepared case that shows how this deal supports our three-year objectives. Otherwise, it becomes a favor, not a strategy.”
Miranda added a practical approach: “I ask about how long Legal will need, then add 25 to 50 percent. That helps me test the relationship and prepare a proposal that can stand on its own when passed along internally.”
The lesson: Plan for internal alignment as carefully as you plan for external negotiation.
5. Keep Perspective in Market Uncertainty
Market conditions like inflation and tariffs can complicate renewals. Luc pointed out that “the real issue isn’t the tariffs themselves; it’s the uncertainty they create. Buyers struggle to predict volumes, and that makes contracts difficult.”
Miranda added that the impact varies by industry: “Even if your customer isn’t directly affected, their customer might be. If you aren’t tying your business case to what really matters to the other side, those gaps will show.”
External uncertainty is unavoidable — but preparation and empathy make it manageable.
6. Know When to Stop Talking
Renewals often come down to a single moment: the proposal on the table. Miranda offered her simplest but sharpest advice: “Ask, ‘Does this align with your expectations?’ and then stop talking. Don’t rush to discount or fill the silence. Just wait.”
Silence can be uncomfortable, but it creates space for genuine dialogue. Let the other side speak before you adjust your position.
Final Thought
Across all these tips runs a common thread: focus on the other side. As I said in the webinar, “Spend more time thinking about what they need and what they want. If you only focus on your own objectives, you’re working with half the equation.”
Renewals don’t have to be dreaded deadlines. With preparation, transparency, alignment, and patience, they can become moments that strengthen partnerships and set the stage for long-term success.
You can watch the entire conversation here.
Negotiation Training and Consulting to Help You Make Your Best Possible Contract Renewals.
Renewals don’t have to be dreaded deadlines. Rely on Scotwork’s 50 years of expertise to turn them into moments that strengthen partnerships and set the stage for long-term success.
Get in touch with one of our experts today.