Your champion is sold. Then the deal hits procurement, whose job is literally to extract concessions. Deals structured only to please the champion get gutted at this stage.
Structuring for procurement
- Leave negotiation room. Anchor with room to concede on terms without destroying the deal's economics.
- Trade, don't just discount. Concede price only in exchange for something — a longer term, a case study, a faster close.
- Make multi-year attractive. A modest multi-year discount gives procurement a win and gives you retention and cash flow.
- Quantify the cost of delay. Help your champion show procurement that dragging the deal costs more than the discount they're chasing.
Bottom line: price expecting procurement to push — leave room, trade every concession, and make the multi-year commitment the win they take home.