Strategic Account Plan
Maps the buying committee including the person who can only say no, which is where large deals actually die.
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Running it, start to finish
- Map all five roles and mark who you have not met.
- Test whether your contact is a champion by the risk criteria.
- Build the internal case document for your champion to forward.
What you get back
The output this produces, every time.
- Maps the blocker role, which is unmapped in most plans and is where large deals die.
- Tests whether your contact is a real champion or merely friendly.
- Treats the status quo as the main competitor, which it usually is.
Getting better results
Where this usually goes wrong, and how to avoid it.
- Judge the champion by risk taken. A real champion arranges access and tells you bad news. Someone pleasant who introduces nobody is not one.
- Find the blocker early. Security, legal or procurement discovered in week nine is what turns a closing deal into next quarter's deal.
- Arm the champion. They have to argue for this when you are not in the room. Give them the case rather than expecting them to build it.
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Written for The AI University. Every prompt in this library is original work — authored, tested and revised here, not collected from elsewhere. 365 of them, free with an account.