Mutual Action Plan

Core Framework

MAP Components

1. Agreed Close Date anchored to THEIR timeline/need
2. All Remaining Steps with specific actions
3. Owner for Each Step (their side + your side)
4. Specific Dates for each milestone
5. Dependencies (what must happen before next step)
6. Next Check-in scheduled
7. Shared Access (Google Doc, mutual email, CRM)

MAP Structure

MUTUAL ACTION PLAN
Goal: Signed Agreement by [DATE] for [Start Date]

Current Date: [Today]
Target Close: [Agreed Date]
Go-Live: [Implementation Start]

| Step | Action | Owner | Due Date | Status | Notes |
|------|--------|-------|----------|--------|-------|
| 1 | Security review complete | John (Buyer) + Sarah (Us) | Nov 1 | ✓ | SOC 2 docs provided |
| 2 | Exec presentation to CFO | Mike (Buyer) + Sarah (Us) | Nov 8 | In Progress | Meeting scheduled |
| 3 | Legal review complete | Mary (Buyer Legal) | Nov 15 | Not Started | MSA template sent |
| 4 | Final pricing approval | CFO (Buyer) | Nov 22 | Not Started | Business case submitted |
| 5 | Contract signatures | Both | Nov 27 | Not Started | DocuSign process |
| 6 | Kickoff scheduled | Both teams | Nov 30 | Not Started | Implementation start |

Next Check-in: Monday Nov 4, 10am
Risks: Legal review could extend timeline if outside counsel required

Talk Tracks

Introducing MAP

"I want to make sure we're both aligned on the path from here to close. You mentioned needing to go live by [their date]. Working backward from that, let's map out every step, who owns it, and when it needs to happen. That way there are no surprises, and we both know if we're on track. Sound good?"

Anchoring to THEIR Timeline

"You mentioned needing to launch January 1st. To make that happen, we'd need to close by November 30th to allow time for implementation. Let's walk through what needs to happen between now and then."

Getting Buy-In on Specific Steps

"Typically at this stage, we need to complete: (1) security review, (2) legal review, (3) executive approval, and (4) procurement. Does that match your process, or are there other steps we're missing?"

Assigning Owners

"For the security review, who on your team will own that? And I'll have Sarah from our side provide all documentation and schedule a call with your team. Who should she connect with?"

When Buyer Resists Structure

"I totally understand if this feels formal. The reason I suggest it is that deals often stall when next steps aren't clear. This just keeps us both accountable and ensures we're moving forward. We can keep it lightweight—just the key milestones. Would that work?"

Weekly Check-In Cadence

"Let's check in every Monday at 10am to review progress and address any blockers. Does that work for your calendar?"

Example MAP Scenarios

Enterprise SaaS Deal ($250K ARR)

Buyer Need: Launch Q1 (Jan 1) Required Close: Dec 1 (allows 4 weeks implementation)

Steps:

1. Technical deep-dive (VP Engineering) - Week 1
2. Security assessment (CISO) - Week 2-3
3. Business case to CFO (Champion) - Week 3
4. Legal review (General Counsel) - Week 4-5
5. Procurement negotiation - Week 6
6. Executive approval (CEO) - Week 7
7. Contract signatures - Week 8
8. Implementation kickoff - Week 9

MAP Includes:

• Specific names for each role
• What materials needed (security docs, business case, MSA)
• Dependencies (can't do legal until security passes)
• Fallback dates if delays occur

Mid-Market Deal ($75K)

Buyer Need: Q4 results impact (close by Dec 15) Required Close: Dec 15

Steps:

1. Final demo to full team - Nov 18
2. Proposal submission - Nov 20
3. Internal review & approval - Nov 25-Dec 1
4. Legal review - Dec 2-8
5. Signatures - Dec 10
6. Onboarding - Dec 15

Red Flags & Mitigation

Red Flag: Buyer Won't Commit to Dates

Issue: "We'll get back to you" without specific timeline

Response:

"I understand timelines can be fluid. Can we at least agree on target dates, even if they might shift? That helps us both allocate resources appropriately. What's a realistic target for [next step]?"

Red Flag: New Steps Appearing Late

Issue: Surprise approval steps not in original MAP

Mitigation:

• During MAP creation, ask: "What else could come up that we haven't discussed?"
• Build buffer time (add 20-30% to timeline)
• Weekly check-ins catch surprises early

Red Flag: Buyer Not Completing Their Steps

Issue: Steps assigned to buyer not progressing

Response:

"I noticed we haven't moved forward on [step]. Is there something blocking you? Can I help? Or has the priority shifted?"

If priority shifted → Requalify the deal using meddpicc

Data-Driven Insights

• Fastest deals spend 53% more time discussing next steps in first meeting (Gong Labs)
• Successful demos allocate 12.7% more time (~4 minutes) to next steps
• Deals with documented MAP close 40% faster than those without
• No next steps set = deal at risk (68% of stalled deals have no clear next action)
• Weekly check-ins increase close rates by 34%

Integration with Other Skills

• meddpicc: MAP documents the Decision Process (D in MEDDPICC)
• multi-threading: MAP includes actions for all stakeholders
• value-selling-roi: Include ROI validation as MAP step
• assumptive-close: MAP uses assumptive language (when, not if)

Quick Reference

MAP Creation Steps

1. Anchor to buyer timeline: "You need to launch by [date]"
2. Work backward: "That means we need to close by [date]"
3. List all steps: "Here's what typically needs to happen..."
4. Assign owners: "Who on your team owns [step]?"
5. Set dates: "When should each happen?"
6. Document dependencies: "What must complete before [step]?"
7. Schedule check-ins: "Let's review every Monday"
8. Share document: "Here's the shared doc we'll both update"

MAP Checklist

• Agreed close date (anchored to their need)
• All steps documented
• Owner assigned for each step (both sides)
• Specific dates for each milestone
• Dependencies identified
• Weekly check-in scheduled
• Shared document accessible to both parties
• Buffer time built in (20-30% extra)

Remember: MAP isn't about controlling the buyer—it's about creating mutual accountability and preventing deals from stalling due to unclear next steps.