Written agreement on the specific steps both you and the buyer will take to move the deal forward.
A Mutual Action Plan—sometimes called a MAP or joint plan—is a written document that lists what you're committing to do and what the buyer is committing to do, with dates. It's not a legal contract. It's a sales tool that forces clarity on next steps and commitment from both sides.
It separates verbal handshakes from actual momentum. A buyer who says "yeah, we'll loop in procurement next week" and a buyer who writes it down and sends it to their team are two different things. The plan also protects you: when someone goes dark or the deal stalls, you have a record of what was supposed to happen.
You: "Share requirements with your engineering team by Friday." Them: "Get initial budget approval from finance by the 15th." You: "Schedule the technical deep dive for the 20th." Them: "Have the stakeholders attend that meeting."
You send it. They confirm it. You both move against it.
People create a one-sided to-do list—all their own items—and call it a MAP. That's not it. If the buyer hasn't committed to concrete steps with dates, you don't have alignment, you have wishful thinking. The other mistake: letting a plan sit unsigned or unconfirmed. Verbal agreement is the same as no agreement.
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