A Close Date Is Not a Plan
Turn a target close date into named buyer-side milestones, owners, and exit criteria.
A close date without buyer-owned work is just a wish with a calendar invite. Build the plan around the buyer's path Start with the outcome the buyer says matters: go-live before a board report, avoiding renewal overlap, reducing manual work before hiring freezes, or meeting an audit date. Then ask what must happen inside their company before that outcome is possible. Name owners and exit criteria A useful MAP names who owns each step, when it is due, and what counts as done. 'Legal review' is vague. 'Nina sends redlines on the data-processing addendum by Friday' is usable. Trial close…
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