Senior decision makers have 30 seconds to review your mutual action plan. It’s tempting to make a mutual action plan incredibly granular however, focusing on concision, clarity, and the bigger picture is a more effective approach. Break the process into seven to nine milestones Optimization should include a review of easy-to-achieve goals. Call this milestone “Optimization.” Optimization is a review of implementation, making sure they received everything sales promised. Make sure the last milestone is the buyer getting value. Emphasizing the close signals to the buyer that you’re concerned with getting paid instead of solving their problem. Too many mutual action plans have a signed contract as the final step. Īlso, consider what the final step on your timeline. These external dates stop the deal from slipping. Be sure to include any customer events on your timeline. It’s important to remember that the mutual action plan should be customer-centric at every step. Be customer-centric at every stepĪ mutual action plan is, as its name suggests, a two-party plan. The value proposition should be tied to an identified priority, so when the boss is looking at it, she’s not thinking, “What is this new vendor spend?” She’s thinking, “Yes, I do want that priority solved. Ideally buyers will share the mutual action plan with their peers and superiors on the buyer committee, so give those people some context. Include a 20- to 30-word summary of your value proposition at the top of your mutual action plan. You can even download our customizable template, and get the mutual action plan into place sooner and more easily than you think. Use this guide to develop your mutual action plan template, informed by the industry’s best practices. Where do you start? What elements are essential, and which are nice to have? Now, it’s time to put the mutual action plan together so you can put it into practice. Maybe you’ve even already sold the idea of a MAP to your team. You know what a mutual action plan, or MAP, is, and you’re aware of its potential benefits for your organization.
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June 2023
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