Mutual Action Plan(MAP)

A MAP is your secret weapon in complex B2B deals. Instead of constantly asking the customer "and, how's it going?", you create a plan together: what needs to happen, who does what, and when is it done. This works because you actively involve the customer in the sales process. They don't feel pressured, but helped. A good MAP consists of concrete steps: discovery call, demo, technical evaluation, quote, legal check, signing. For each step you note: who is responsible, what's the deadline, and what's the result. The power is in the word "mutual": both parties commit. If the customer says "we'll do the legal check in week 3", you can come back in week 4 to check status. Without a MAP, sales becomes a black box. You wait, the customer does nothing, and eventually the deal dies. With a MAP you see exactly where you stand and can adjust if someone misses a deadline. Use a MAP as soon as a deal gets serious. Share it in a Google Doc or PDF, so everyone can see it.