How to MAP

Question 1

What is the end goal of a MAP?

Answer 1

The end goal of a mutual action plan is for the client to work out what value they can bring to the business

Question 2

What is a MAP all about?

Answer 2

A MAP is not about you telling them what to do

It’s about being a co-pilot with the prospect to get you to your mutual goals (but mainly for the prospect to bring value back to the firm)

Question 3

What does a MAP allow you to put on paper?

Answer 3

Concrete actions and timelines that hold them accountable:

‘We want to achieve X

To achieve X, you need to do Y and I need to do Z by a certain time.’

Question 4

What shift in perspective do MAPs give you?

Answer 4

MAPs help you shift from ‘how to sell’ to ‘how do i help the prospect buy UpSlide and solve the problems we have identified’

Question 5

What does MAPPING help you do?

Answer 5

It helps you get:
- deal velocity
- credibility from the prospect
- shared responsibility + accountability (which binds the prospect into the process)

Also helps you qualify your Champion properly (are they in or out?)

Question 6

What are the 5 MAP success criteria?

Answer 6

1 - introduce MAP as early as possible (from the first call, and every call from then)

2 - work backwards from expected start date (map out what needs to happen between now and going live including PS time, if you don’t there will be no pressure and no momentum)

3 - first assign roles, then assign names (“typically we see IT, Legal + Client-Facing Partners involved in the review, who are these people?”)

4 - ensure the plan is mutually agreed and have buy-in from the client on the actions

5 - think about key objectives (these should not be about deal signature, they should be about the dream state you have identified with the client + the key challenges we are solving for them)

Question 7

What format can your MAP take?

Answer 7

It can just be an email at the end of a call which you check back in on

Or it can be a table that you send across with dates / names / more structure; if there are more complex requirements then this table is probably better

Question 8

How do you chase MAPs?

Answer 8

‘Hey X, we agreed you would do this by Y date. We need to stick to this timeline to make sure we achieve your dream state by Z. What’s happened?’