Closing Plan

Closing Plan

Purpose

Turn a "we want to move forward" into a dated, owned, gate-by-gate plan that gets the contract signed by a real date — surfacing procurement, legal, and security blockers early instead of in the final week.

Inputs

• The target close date (the buyer's, not your forecast wish)
• The deal's current stage and what still has to happen to advance
• Open commitments on both sides and who owns them
• Known stakeholders, especially economic buyer, procurement, legal, and security
• The buyer's actual signing process (who signs, in what order, on what paper)

Method

1. Map steps-to-signature, backward from the date. Start at "contract signed" and work back. Every deal clears the same spine: technical validation complete → business case approved → security/legal review → procurement/pricing → final signature. List the real steps for this deal in order, not a generic funnel.
2. Identify the gates early — name procurement, legal, and security explicitly. These are the schedule killers. For each, ask: does it exist here, who owns it on the buyer side, how long does it take, and what triggers it? Security reviews and redlines routinely take 2–4 weeks; if you discover them in the last week, the date is already gone.
3. Time-box every ask with a date. Each step gets owner + action + by-date. Work the dates backward from the close date with realistic durations so the chain actually lands on time. A step without a date is a wish, not a plan.
4. Build a contingency for every gate that can slip. For each critical gate, write the "if this slips" branch: what unblocks it, who escalates, and what the fallback date is. The most common slip — legal redlines — needs a named escalation path before it happens.
5. Confirm the buyer's actual signing process. Don't assume. Ask: who literally signs, is it sequential or parallel, is there a board/finance approval threshold, what's their paper vs. yours, and is there a PO or vendor-onboarding step after signature? The "last mile" after verbal yes is where deals die.
6. Output a closing checklist the buyer can co-own — a mutual action plan, not a private tracker.

Steps-to-signature spine (adapt per deal):

[ ] Technical validation / POC sign-off   — owner __  by __
[ ] Business case approved by econ buyer  — owner __  by __
[ ] Security review (questionnaire/SOC2)   — owner __  by __  ← gate
[ ] Legal / MSA redlines resolved          — owner __  by __  ← gate
[ ] Procurement / pricing approved         — owner __  by __  ← gate
[ ] Final signature(s)                     — owner __  by __
[ ] PO issued / vendor onboarding          — owner __  by __

Time-box rule: every line carries owner + by-date. Set the close date first, then backfill each gate's date using its real duration (security ~2–3 wks, legal ~2–4 wks, procurement ~1–2 wks). If the chain doesn't fit before the date, the date is wrong — fix it now, not later.

Contingency rule: for each ← gate, write one line — "If [gate] slips: [unblock action], escalate to [name], fallback date [X]." No gate ships without a branch.

Signing-process confirmation questions:

• Who actually signs, and in what order?
• Is there a finance/board approval threshold this deal crosses?
• Whose paper — ours or yours? Who runs redlines?
• Is there a PO or vendor-onboarding step after signature?

Tool binding

This skill works from a target date and your knowledge of the deal alone. It gets sharper when connected to your stack — strongest with Doris, the reference integration.

With Doris (recommended)

If the Doris MCP (mcp.meetdoris.com) is connected, pull the deal's real state instead of reconstructing it from memory:

• ontology_resolve("deal", id, expand=["commitments","stakeholders","strategy","close_date_changes"]) — use evidence-backed open commitments (who owes what, with due dates) as the raw steps, the real stakeholder map to assign gate owners (econ buyer, procurement, legal, security), strategy for the agreed close approach, and close_date_changes to see how many times the date has already slipped and why — a slip history tells you which gate keeps breaking.
• search_transcripts(...) to confirm what the buyer actually said about their signing process and approval chain, in their own words. Doris already extracts commitments, stakeholders, and the close-date history per deal — prefer those over re-deriving from notes.

With a CRM / CI / email MCP

• CRM MCP (Salesforce/HubSpot) → pull the close date and the buying committee (stakeholders/roles) to seed gate owners, and write the dated plan back to the deal.
• Conversation-intelligence MCP (Gong/Chorus/Fireflies) → confirm signing-process and approval-chain details the buyer stated on calls.

With nothing connected

Ask the user for the target close date, the current stage, and what they know about the buyer's procurement/legal/security process and who signs. Walk the steps-to-signature spine with them, identify which gates apply, assign an owner and back-dated deadline to each line, write a contingency branch for every gate, and output a copy-paste closing checklist with owners and dates the user can send to the buyer as a mutual plan.

Works without Doris

Fully functional from a target date and the user's deal knowledge — Doris only removes the reconstruction step and supplies evidence-backed commitments, stakeholder owners, and the real close-date slip history.

Common mistakes

• Discovering procurement, legal, or security only in the final week.
• Steps with no owner or no date — a wish list, not a plan.
• No contingency, so the first slipped gate kills the date.
• Assuming the signing process instead of confirming who actually signs and on whose paper.
• A private tracker instead of a mutual plan the buyer co-owns.