A vendor's price rise lands on you at the vendor's date and on your client only when you say so. Before the renewal meeting you need three numbers: what each resold line costs you now, what you have carried since the change, and the bundle price that makes the account work. This worksheet holds all three, one client per page, so you walk in with the page rather than an argument.
It pairs with the guide on renegotiating a renewal, which covers pass-through, absorb or split, and what to say once you sit down.
How to Use It
- Fill it in the week the vendor announces. From the PSA and the vendor invoice rather than from memory, and months before the renewal meeting rather than the morning of it.
- Do the three sums in order. The monthly gap per line, the months you have carried it, and the bundle price that makes the account work from the renewal date onward.
- Write the floor down before you walk in. The number below which the meeting is about an orderly exit. Decided at your desk it is arithmetic; decided across the table it is a concession.
When Not to Use It
This is one client's renewal, not a pricing model: it answers what this account needs after one vendor's change and it cannot tell you what to charge the next client. And if the account is already below your floor for reasons that have nothing to do with the vendor, the renewal is the wrong conversation. That one is about whether to keep the account at all.
