The Operator’s Library · Workbench

Stakeholder Mapper

In any deal bigger than one person, you’re not selling to a buyer, you’re selling to a committee. Each person wants something different, and any one of them can stall it. This maps who’s really in the room, what each cares about, and where you’re flying blind.

How this works

Most stalled deals aren’t lost on price. They’re lost because someone who mattered was never mapped: the person who actually controls the budget, or the quiet skeptic who can say no. A buying group has recurring roles, and you win by knowing each one’s name, their stake, and whether you’ve actually reached them.

Fill in whoever you know for each role, and what they care about. Leave the ones you can’t name blank, that blank is the point. The map shows your coverage and calls out the roles that decide the outcome but you haven’t reached yet.

Read the Buying Committees concept in the Canon →

Example values shown. Edit any field to make it yours

Buying committee roles

The deal or decision Setup

What’s being decided, and for whom. It heads the map.

Required

Economic buyer controls the budget, gives the final yes Critical role

Who signs off, and what they’re measured on. This is the one people most often skip.