Chapter 5

Is renewal really decided at the renewal meeting?

Gia hạn được quyết định ở buổi gia hạn, thật không?

The chapter's question

By renewal time, does the customer have enough evidence?

Big idea

Whether the renewal conversation is easy or hard is decided months beforehand.

In this chapter

  1. Part 5.1

    A Mid-Term Value Check

    Midway through the contract, what do I re-check?

  2. Part 5.2

    When They Ask for a Discount

    What does a request for a discount say about the value the customer sees?

  3. Part 5.3

    Value Not Yet Delivered

    What do I do about promised value that has not yet been delivered?

  4. Part 5.4

    Next Term's Goal

    How do the customer and I set goals for the next contract period?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Number the Customer Takes Into the Meeting is free to read right here.

Read in Conan School

Chapters of The Number the Customer Takes Into the Meeting

  1. 1.Did they buy the product, or a change?
  2. 2.Without a baseline, how can I prove any progress?
  3. 3.Will customers trust numbers I calculated for them?
  4. 4.Why do great numbers still slip from the signer's mind?
  5. 5.Is renewal really decided at the renewal meeting?