Mutual Action Plan (MAP)

Create a MAP template in a spreadsheet or doc with columns: Milestone, Owner (your team or prospect's), Due Date, Status, Dependencies; include milestones for both sides (demo, technical review, proposal, legal review, approval, contract signing).

Select 3 active opportunities in proposal/negotiation stage; schedule MAP planning calls with champion or key stakeholder to build shared timeline.

Set pass threshold: build MAPs for >=3 deals, and MAP deals close >=25% faster than deals without MAPs within 2 weeks.

During MAP call, collaboratively define milestones: "What steps need to happen on your end before you can approve?" "Who needs to review?" "When can we schedule executive alignment?" Get specific dates and owners.

For each milestone, identify dependencies: "You can't do legal review until we deliver security docs—we'll have those by [date]" ensures clarity on blockers and sequencing.

Share MAP with all stakeholders via email or shared doc; make it visible and accessible so everyone knows what's next and who's responsible.

Log MAP in Attio with custom fields for map_created_date, expected_close_date, completion_percentage, and at_risk_status; track MAP progress weekly.

In PostHog, create events for map_created, milestone_completed, milestone_delayed with properties for milestone type, owner, and delay reason.

Send weekly MAP updates to prospect: "We completed [milestone X], next up is [milestone Y] owned by [person] due [date]—are you on track?" Keeps deal momentum visible.

If MAPs accelerate >=3 deals by >=25%, shared timelines reduce friction and ambiguity; document MAP process and proceed to Baseline; otherwise refine milestone definitions or engagement process.