# Renewal Stage — Elaboration

## Criteria Guidance

### Good criteria — concrete and verifiable

- "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 — vague (no clear check)

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

