Account Management Secrets

Episode 55: Negotiating Renewals Without Giving Away the Farm: Todd Caponi’s Four Levers

10 snips
Sep 19, 2025
In this discussion, Todd Caponi, a sales expert and author of *Four Levers Negotiating*, shares his innovative approach to value-based negotiations for B2B renewals. He introduces his Four Levers framework—volume, timing of cash, length of commitment, and predictability—to lessen discounts and enhance profitability. Todd stresses the importance of avoiding 'easy gives' that harm credibility and encourages introducing mild friction to increase customer commitment. His insights help account managers protect revenue while fostering stronger business relationships.
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INSIGHT

Negotiation Is Not A Hostage Scene

  • Negotiation in B2B should be relationship-based, not hostage-style tactics.
  • Todd Caponi argues pricing must be communicated as based on clear drivers to preserve trust.
INSIGHT

Four Core Business Drivers

  • All B2B businesses share four core drivers: volume, timing of cash, length of commitment, and predictability.
  • Use these four levers as the transparent basis for pricing conversations.
ANECDOTE

Customer Negotiated Their Own Renewal

  • An SVP renegotiated himself using the levers and agreed to upfront annual payment plus a three-year term.
  • That simple trade reduced price pressure and locked the customer in for years.
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