I haven’t yet found a way to solve these problems, but a few tips I can offer from my experience: 1) Separate your order form from your standard services agree

I haven’t yet found a way to solve these problems, but a few tips I can offer from my experience: 1) Separate your order form from your standard services agreement. Put your services agreement online as a PDF, which sends a strong signal that you don’t generally negotiate these terms. 2) Allow amendments within your order form, but make them part of the commercial conversation. You might want to have a cutoff where you choose not to customise the contract; eg no custom terms for deals less than $XX,000 per month. 3) Accept that this is just the process for your larger customers. In larger deals, you’ll probably be signing a standard supplier contract they already have, with only the service-specific terms mattering. This could include terms needed for regulatory requirements eg which are not negotiable. Design your contracts to account for this. 4) Understand why your customer wants to redline something. This might be regulatory, it might be consistency with other suppliers, or it might just be pushing their luck. Case in point, we’re currently going back and forth with a FTSE 100 bank, and they have inserted a clause requiring us to have our working locations approved by them. We’re a remote, global company, so we’d need every employee approved. But the reason they care is due to banking regulations around sanctions, so we came to a mutual agreement that countries would be acceptable to us both. 4) Have a good way to track all these deviations. They’ll happen, so you just need to get used to them to some degree. Design variables into your system which integrate with your CRM so that you can codify this as much as possible. (But, be careful when doing this, since you’ll be providing your sales team with more levers which they will pull to get the deal.)