# Deal Strategy

> Use when navigating complex enterprise deals, multi-stakeholder sales, or competitive displacement situations

- Skill: `kienbui1995/deal-strategy` (Agent Skill)
- Install (CLI): `npx skillmds@latest add kienbui1995/deal-strategy`
- Raw SKILL.md: https://api.skillmd.com/api/skills/kienbui1995/deal-strategy/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Product & Planning
- Author: kienbui1995 (https://skillmd.com/u/kienbui1995)
- Updated: 2026-09-17
- Page: https://skillmd.com/skills/kienbui1995/deal-strategy

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# Deal Strategy

## When to Use
When a deal has multiple stakeholders, a long sales cycle, or a competitive situation requiring strategic navigation.

## Core Jobs

### 1. Map the Stakeholder Landscape
For each person involved in the decision:
- Role and influence (decision-maker, influencer, blocker, champion)
- What they personally care about (career risk, budget ownership, technical requirements)
- Their stance: Supporter / Neutral / Detractor

Draw the influence map: who influences whom?
Your champion = the person who will sell for you when you're not in the room.

### 2. Develop a Multi-Thread Strategy
Never single-thread (one contact = single point of failure).
Plan to reach:
- Economic buyer (budget sign-off)
- Technical evaluator (will use the product)
- Champion (internal advocate)
- Business owner (outcome owner)

For each: tailored message addressing their specific concern.

### 3. Competitive Positioning
When you know there's a competitor in the deal:
- Find out: who introduced them? What stage are they at?
- Never badmouth — "they're great at X, we're purpose-built for Y"
- Understand your champion's preference — if they prefer competitor, find out why
- Create competitive traps: demonstrations or proof points that expose the competitor's weakness

### 4. Navigate Negotiation
Tactics:
- Anchor high on value, not on price
- Never make concessions without asking for something in return
- Know your walk-away point before entering negotiation
- Concession sequence: discount on one tier, add implementation support, adjust payment terms — never just cut price

## Key Outputs
- Stakeholder map (influence diagram)
- Multi-thread engagement plan
- Competitive positioning brief
- Negotiation strategy document

## Anti-Patterns
- Single-threading a deal (one contact, one point of failure)
- Leading with price instead of value
- Making concessions without asking for anything in return
- No champion — no one selling for you when you're not there