nahisaho Stakeholder Mapping
Map the buying committee with influence analysis and MEDDIC alignment.
Use This Skill When
- Mapping the buying committee for a new opportunity.
- Identifying the economic buyer, champion, or blockers.
- Building stakeholder-specific engagement strategies.
- Assessing decision criteria and approval processes.
Workflow
- Identify all buying committee members: roles, titles, departments.
- Score influence level: Decision Maker / Strong Influence / Moderate / Low.
- Assess stance: Champion / Supporter / Neutral / Skeptic / Blocker.
- Map decision criteria per stakeholder: technical, business, political.
- Identify champion(s): influence + access + willingness to advocate.
- Document decision process: steps, timeline, approvals, consensus model.
- Build engagement approach per stakeholder.
- Save output using
assets/stakeholder-map-template.md.
Deliverables
results/stakeholder-map.md: Buying committee map with engagement strategies.
Quality Gates
- Economic buyer identified with budget authority confirmed.
- All key roles covered: economic buyer, technical evaluator, user buyer, champion.
- Influence scores assigned with supporting rationale.
- Decision criteria documented per stakeholder.
- MEDDIC alignment: all 6 elements addressed.
If any gate fails: identify missing stakeholder data, research via account intel or direct inquiry, and re-validate.
Gotchas
- Champion は「味方」ではなく「社内推進力を持つ人物」。役職が低くても影響力があれば Champion
- 組織図だけでは不十分。非公式な影響力（技術的権威、経営陣との関係）も把握すること
- ステークホルダーの stance は時間とともに変化する。定期的に再評価すること
Validation Loop
- ステークホルダーマップを生成
- チェック:
- Economic buyer が特定されているか
- 全主要役割（経済的買い手、技術評価者、ユーザー、チャンピオン）をカバーしているか
- MEDDIC 6要素が全て対応されているか
- 不合格なら追加調査を実行
- 全基準を満たしてから完了