mutual-action-plan
Mutual Action Plan
A mutual action plan (MAP) is a shared document between you and the prospect that lists every step both sides need to complete to get from "we're interested" to "contract signed." It's co-created, not imposed. The prospect owns half the actions. You own the other half. A MAP turns a vague "we'll get back to you" into a specific, time-bound sequence of actions with accountability on both sides.
The principle: a MAP works because it makes the buying process visible. Most deals stall because the prospect doesn't know what comes next and neither does the rep. The MAP eliminates ambiguity. Every step has an owner, a deadline, and a dependency. When a step slips, both sides know immediately.
When to Introduce the MAP
| Deal stage | Introduce MAP? | Why |
|---|---|---|
| Discovery | No | Too early. You haven't confirmed fit yet. A MAP before qualification feels presumptuous |
| Post-demo (evaluation confirmed) | Yes | The prospect has seen the product and confirmed interest. Now formalize the path to close |
| Proposal | Yes (if not done earlier) | Last chance to introduce before the deal enters the "waiting for a decision" void |
| Negotiation | Too late for full MAP | You can create a "closing checklist" but the full MAP should have been in place earlier |
Introduce the MAP at the end of a successful demo or at the start of the evaluation phase. The conversation: