What is Mutual Action Plan (MAP)?
A mutual action plan is a shared document between buyer and seller outlining the agreed-upon steps, owners, and timeline needed to evaluate and close a deal.
A mutual action plan (sometimes called a joint evaluation plan or close plan) replaces the old-school 'next steps' approach with a documented, two-way commitment. Both buyer and seller agree on what needs to happen, who's responsible, and by when. It's the single most effective tool for controlling deal timelines.
What Goes in a Mutual Action Plan
A strong MAP includes: discovery and requirements gathering dates, demo or proof-of-concept milestones, security and legal review timelines, pricing and negotiation steps, executive sponsor meetings, go-live target date, and named owners for each step on both sides. The key word is 'mutual.' If only your side fills it out, it's just a sales forecast, not an agreement.
Why MAPs Improve Win Rates
Deals with mutual action plans close 32-40% faster according to multiple sales intelligence platforms. The reason is simple: a MAP forces the buyer to commit to a timeline and identify all stakeholders early. It surfaces procurement delays, legal bottlenecks, and budget cycles before they become surprises in week 11 of a 12-week deal. CROs should require MAPs for every deal above a defined ACV threshold.
MAP Tools and Implementation
Tools like DealHub and PandaDoc offer structured MAP templates that integrate with your CRM. But a Google Doc works fine for v1. The tool matters less than the behavior. Train reps to introduce the MAP after a successful discovery call by framing it as 'here's how we'll make sure this evaluation respects your timeline.' Track MAP adoption as a leading indicator in your forecast reviews.
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