Pointer Strategy

Deals & Forecast

Mutual Action Plan Builder

Build shared mutual action plans (MAPs) for complex deals and coordinated customer initiatives. Use when asked to create or improve a MAP, align buyers and sellers on milestones, or define stage-based execution with owners and exit criteria. For proposal or RFP process orchestration, use proposal-rfp-orchestrator.

Mutual Action Plan Builder

Create a shared execution plan with the customer that makes owners, milestones, and success criteria explicit.

Confirm Inputs First

Collect the minimum required inputs:

  • Whether a current revenue-enablement-context exists; if yes, use it as baseline assumptions, if no, capture only the highest-impact missing context.
  • Target outcome and target date
  • Current stage and major dependencies
  • Internal and customer-side stakeholders
  • Required milestones and approvals
  • Known risks and blockers

If critical inputs are missing, ask for the smallest missing set. If the user prefers speed, proceed with labeled assumptions.

Read The Right Reference

Default Workflow

  1. Anchor on target outcome. Define the concrete outcome the plan must deliver and by when.

  2. Reverse-map milestones. Build milestones backward from target date and include entry and exit criteria.

  3. Assign shared ownership. Set internal and customer owners for each milestone. Make dependencies and handoffs explicit.

  4. Add risk controls. Attach risk signals, mitigation actions, and escalation triggers to critical milestones.

  5. Validate mutuality. Ensure the plan is not seller-only. Confirm customer obligations, commitments, and artifacts are clear.

  6. Split customer-visible and internal-private views. Keep shared commitments in the external MAP and reserve internal risk commentary, negotiation strategy, and contingency notes for an internal companion view.

Tool Notes

  • CRM can hold MAP status and owner fields when available.
  • Docs/Sheets can act as the living source of truth shared with the customer.
  • Project tools can help manage due dates and reminders.

Keep workflow tool-agnostic when these systems are unavailable.

Output Contract

Deliver:

  1. Plan summary (target outcome, date, stage)
  2. Stakeholder and owner map
  3. Milestone table with entry/exit criteria
  4. Dependency and handoff map
  5. Risk and escalation plan
  6. Customer-visible MAP view
  7. Internal-private MAP view
  8. Immediate next actions (next 14 days)
  9. Open questions and assumptions

Quality Bar

  • Ensure each milestone has owner, due date, and clear completion criteria.
  • Ensure customer-side actions are explicit, not implied.
  • Keep sequencing realistic and dependency-aware.
  • Include escalation logic for high-risk milestones.
  • Keep internal-only commentary out of customer-visible outputs.
  • Do not fabricate customer commitments or approval timelines.

Open source

This playbook is part of 37 open-source enablement workflows. Read, copy, and adapt — attribution welcome but not required.

enablementskills.md · View source on GitHub

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Deal Inspection Coach

Inspect an active deal and produce a manager-ready coaching view of risk, evidence quality, and next actions required to advance the opportunity. Use when asked to review a specific deal, diagnose stall risk, or prepare a structured deal review. Route portfolio-level forecast analysis requests to forecast-risk-brief and requests focused on call-only coaching to call-review-coach.

Forecast Risk Brief

Build a concise forecast risk brief that highlights deal-level and portfolio-level risk, confidence bands, and intervention priorities for sales leadership. Use when asked to assess forecast reliability for a period, summarize at-risk commits, or prepare a forecast review brief. Route single-opportunity diagnostics to deal-inspection-coach and call-level performance review requests to call-review-coach.

Pipeline Stage Definition And Exit Criteria

Define or redesign pipeline stages with clear entry and exit criteria that sales managers can inspect and enforce. Use when the user asks to tighten stage hygiene, standardize progression rules, or connect qualification evidence to forecasting discipline. For reviewing specific deals against existing criteria, use deal-inspection-coach. For period-level risk reporting, use forecast-risk-brief.

Account Brief Builder

Build concise, decision-ready account briefs for account reviews, internal deal strategy, and customer meeting prep. Use when asked to prepare an account brief, summarize account risk and upside, map stakeholders, or define account-specific next steps. For executive-facing meeting strategy, use executive-briefing-builder.