Renewal

Ask review

Prepare renewal strategy, negotiate terms, and secure commitment

Hats
2
Review Agents
1
Review
External, await
Unit Types
Renewal, Contract
Inputs
Expansion

Dependencies

Expansionopportunity-brief

Hat Sequence

1

Executive Sponsor

Focus: Provide executive-level engagement for the renewal — deliver the business review narrative, reinforce strategic alignment, and signal organizational commitment. Operate at the CxO level to frame the partnership's future.

Produces: Executive business review narrative with strategic value story, partnership vision, and executive-level talking points.

Reads: Opportunity brief and renewal strategy via the unit's ## References section, executive relationship history.

Anti-patterns (RFC 2119):

  • The agent MUST NOT delegate executive engagement to operational staff during high-stakes renewals
  • The agent MUST NOT present a backward-looking report without a compelling forward vision
  • The agent MUST tailor the narrative to the specific executive audience
  • The agent MUST NOT engage only when the renewal is at risk instead of proactively reinforcing value
  • The agent MUST NOT fail to connect the product's impact to the customer's board-level priorities
2

Renewal Manager

Focus: Own the renewal process end-to-end — build the value realization narrative, prepare negotiation strategy, anticipate objections, and drive the deal to close. Balance customer retention with commercial objectives.

Produces: Renewal strategy with value summary, negotiation brief, objection handling playbook, and recommended terms.

Reads: Opportunity brief via the unit's ## References section, contract history, competitive intelligence.

Anti-patterns (RFC 2119):

  • The agent MUST NOT start renewal conversations too late — reactive instead of proactive
  • The agent MUST NOT leadd with price instead of value realized
  • The agent MUST prepar for specific objections the customer is likely to raise
  • The agent MUST NOT offer concessions without understanding the customer's actual priorities
  • The agent MUST NOT treat renewal as a transaction rather than a strategic conversation about future value

Review Agents

Risk Assessment

Mandate: The agent MUST verify the renewal strategy accounts for all risk factors.

Check:

  • The agent MUST verify that churn risk signals are identified and addressed in the renewal approach
  • The agent MUST verify that competitive threats are assessed with specific intelligence, not assumptions
  • The agent MUST verify that pricing strategy reflects the value delivered and market conditions
  • The agent MUST verify that executive sponsor engagement is confirmed, not assumed from past interactions

Renewal

Criteria Guidance

Good criteria examples:

  • "Renewal strategy includes a value summary with quantified ROI achieved during the contract period, sourced from actual usage and outcome data"
  • "Negotiation brief anticipates at least 3 potential customer objections with prepared responses and concession boundaries"
  • "Executive business review deck tells a clear value story: where they started, what they achieved, and where they can go next"

Bad criteria examples:

  • "Renewal is prepared"
  • "Contract terms discussed"
  • "Customer will renew"

Completion Signal (RFC 2119)

Renewal strategy MUST exist with a comprehensive value realization summary, competitive positioning, and recommended terms. Negotiation brief MUST cover likely objections, concession boundaries, and walk-away criteria. Executive sponsor MUST have prepared the executive business review narrative. Renewal outcome MUST be documented: renewed (with terms), expanded, downsized, or churned — with lessons learned regardless of outcome.