decision-maker-mapping
Installation
SKILL.md
Decision-Maker Mapping
Decision-maker mapping identifies who has the authority to approve a purchase, who can block it, and what process the organization follows to move from "we want this" to "contract signed." In B2B SaaS, the decision-maker is rarely one person. It's a chain: the champion recommends, the economic buyer approves, technical evaluator validates, procurement negotiates, and legal reviews. Missing any link in the chain creates a surprise blocker at the worst possible time.
The principle: map the decision process, not just the decision-maker. Knowing "the VP signs" is incomplete. Knowing "the VP signs after the Director recommends, IT approves integration, Finance validates ROI, and Procurement reviews terms. This takes 6 weeks" is a decision map.
The Decision Authority Map
4 levels of decision authority
| Level | Who | What they decide | How to identify |
|---|---|---|---|
| Recommender | Champion, Manager, Director | "We should buy this." Recommends the tool to the approver | Usually your primary contact. The person who attended the demo |
| Approver | VP, C-level, Economic Buyer | "Yes, spend the money." Budget authority for this purchase | Ask: "Who would approve the budget for a purchase like this?" |
| Validator | IT, Security, Engineering, Legal | "It's safe/secure/integrable." Technical and compliance sign-off | Ask: "Does your IT/security team need to review new tools?" |
| Executor | Procurement, Finance, Legal | "The contract terms are acceptable." Handles the paperwork | Ask: "Once the business decision is made, what's the process for getting the contract signed?" |