itsual Mutual Action Plans
Overview
A mutual action plan is a shared roadmap of what buyer and seller will do to evaluate, decide, and implement. It replaces vague “next steps” with joint accountability.
When to Use
- Complex evaluation cycles
- Multi-stakeholder enterprise deals
- Proof-of-concept and pilot programs
- Deals at risk of stalling
Core Practices
- Co-create with the champion, don’t dictate
- List steps, owners, and target dates through go-live (not only signature)
- Include buyer-side tasks (security review, legal, budget approval)
- Review and update in every meaningful interaction
- Use the MAP to surface blockers early
Principles
- Mutual means the buyer owns steps too
- A MAP without dates is a wishlist
- Success criteria for evaluation should be explicit
- MAPs reduce “no decision” outcomes
Verification
- Buyer has acknowledged and contributed to the plan
- Critical path steps have owners and dates
- Plan is live in CRM or shared doc and kept current