Buying Process and Stakeholder Map.

Map how the buyer actually buys, who decides, the criteria, the budget, and the timeline, so a deal is not lost to a decision process you never saw.

Stakeholders

Person

Role in the decision

What they care about

Stance (champion / neutral / skeptic)

Who actually decides? (often not the person you are talking to)

Decision criteria (what they will judge the choice on)

Budget (is there real budget, how much, who controls it)

Timeline (when they need to decide and implement, and what is driving it)

Even a single person buyer has a decision process. Mapping it early is what keeps a deal from stalling at a step you did not know existed.

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