Work the buying process
See exactly how this company can say yes
Who has to move, what each of them needs, which internal gates remain and when they have to happen.
Scope: 1 live opportunity, mapped to the purchase order
Why this matters
Industrial companies do not decline, they stall. A deal that looks alive can be sitting behind a quality gate nobody told you about, waiting on a budget cycle that closed last month. Once the path is on one page, you stop guessing why nothing is moving and start working the specific gate that is holding it.
What you get
A stakeholder map with roles, influence, concerns and the evidence each person needs, a path-to-purchase map of the remaining gates with owners and dates, and a mutual action plan you can share with your champion.
Choose your scope
Live opportunity, mapped to the purchase order
Need a different volume? Tell us what you need.
- Delivery
- ~2 weeks from kickoff
- Price
- €1,400excl. VAT
No payment now. Review and start from your plan.
Building this yourself costs about €2,300 in analyst time.
What this includes
- Buying organisation map: economic buyer, evaluators, users, blockers
- Champion assessment and engagement plan
- Procurement, legal, quality and compliance route
- Remaining gates with required evidence, owner and target date
- Budget process, thresholds and calendar
- A mutual action plan to the commercial decision
Questions we answer
- Who needs to say yes and who can block it?
- Who owns the budget?
- What evidence is required at each gate?
- When does each decision have to happen?
What we do
- Map the decision unit and their incentives
- Reconstruct how comparable purchases were made
- Identify approval thresholds and budget timing
- Build the dated path to purchase with your champion
Deliverables
- Buying organisation map
- Path-to-purchase map
- Account strategy
- Mutual action plan
Do we have a credible route through this customer's buying process?
One page shows who must move, what each needs, which gates remain, who owns them and when.