Recall the components of a buyer-owned mutual action plan.
Roles RACI What role question does RACI help you ask? Next step quality Vague next step vs MAP milestone A MAP reduces ambiguity only when the step is observable. Buyer resists plan “This feels like a lot of process.” Buyer likes the solution but resists a written MAP. Your line “Fair. Let’s keep it lightweight: just the three milestones that could affect your target decision date.” Do not defend your process; shrink it to buyer risk. It positions the MAP as risk reduction. SMART milestone What makes a MAP milestone SMART enough? Specific owner, measurable exit condition, realistic date, relevant…
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