Best strategy for multi year term deals?

My company prefers 3yr and 5yr term deals. I get paid on TCV (total contract value) so the longer the term the more I get paid. But also a smaller win is better than no win. So would you start an initial proposal at a 3yr term and when customer inevitably asks for price concessions do you provide the concessions in turn for a longer term i.e. 5yr? Or do you start initial proposal at 5yr and if customer asks for a shorter term, explain there’s a premium on shorter term deals and thus ACV (annual contract value) is more on the 3yr vs the 5yr?