Map the buying committee and widen every live deal.
Maps the committee each deal should have at its stage, scores who is actually engaged, and hands you the widening play for every missing role. Ends with a per-deal move list, not a warning.
In plain English: “Who else should be in this deal?”
Inside: The stage-based committee model, the engaged-contact check, the coverage score, and three widening plays.
Install it in one line, or paste it in.
~/.claude/skills/ and runs automatically when it is relevant.Connect your context. Set it to your motion.
it reads contact roles and activity across the whole pipeline automatically.
who actually attended calls beats who is listed in the CRM.
real two-way threads, not logged touches.
This was built for a B2B SaaS org running a staged pipeline. Set these to your stack:
The committee model is a default, not a law. If your motion has no procurement step, delete the row. If security review is its own gate, add the role.
| Set this | What it is | Default / Example |
|---|---|---|
| REQUIRED ROLES by stage | who the committee should include at each stage | Early: champion. Mid: + economic buyertechnical evaluator. Late: + end usersprocurement/legal |
| ENGAGED window | days of real two-way activity that count as engaged | 30 (re-tune to your cycle) |
| YOUR stage names | map your stages to early / mid / late | DiscoveryEvaluationProposalContracting |
| CONTACT ROLES | where roles live in your CRM | OpportunityContactRole |
| ACTIVITY sources | what counts as two-way | replied emailscall attendancemeetings held |
Everything the skill does, in full.
Maps the buying committee every live deal should have at its stage, checks who is actually engaged, scores the gap, and hands you the widening play for each missing role. Deal-health analysis flags single-threading as one risk state among eight and gives you a verdict; this skill goes one level deeper on that single dimension with the full committee map, a coverage score by stage, and the concrete play per missing role. It ends with a per-deal move list, not a warning.
- 1Define the committee the deal should have
Every stage carries a required-roles list. Early stage needs a champion. Mid stage adds the economic buyer and a technical evaluator. Late stage adds end users and procurement or legal. A deal is not judged against the full committee on day one. It is judged against what its stage requires.
- 2Map who is actually engaged
Engaged means real two-way activity inside the ENGAGED window: a reply, a call attended, a meeting held. A name sitting in the CRM with no activity is not coverage. Every contact gets a role, a last-activity date, and an engaged yes or no. Names with no role get flagged for the rep to assign, not guessed.
- 3Score the gap
Coverage score per deal: engaged roles over required roles for that stage. A Proposal-stage deal with an engaged champion and nothing else scores 1 of 4. The score is only as honest as the activity data behind it, so the source of each engaged call is shown.
- 4Name the single-thread risk plainly
If one person is the only engaged contact, say so in one sentence: this deal lives or dies with one inbox. No softening. The motion that changed our win rate was moving reps from reactive-to-reply to multi-threaded, multi-channel outreach on every live deal; single-threaded deals die far more often.
- 5The widening play per missing role
Every missing role gets exactly one of three plays, in this order of preference:
- Intro path through the champion. If the champion is engaged, ask them to bring the missing role in. Draft the ask for the rep.
- Content that earns the meeting. No warm path? Send the missing role something worth their time: a business case for the economic buyer, an architecture doc for the technical evaluator, a rollout plan for end users.
- Direct approach when there is no path. Cold but targeted: a short note that names the deal context they already know exists. Last resort, still better than silence.
- 6The per-deal move list
Every run ends with a ranked move list: deal, missing role, chosen play, and the specific first step. One move per gap. No deal leaves the run without its next action or an explicit "coverage is full, hold."
- No contact counts as engaged without a two-way activity and its date shown.
- Coverage scores name the missing roles, never just the fraction.
- The single-thread call is one plain sentence, not a paragraph of hedging.
- Every widening play names a real person or says plainly that no path exists yet.
COMMITTEE COVERAGE · 3 live deals (sample data)
Account Stage Coverage Engaged Missing
Acme Corp Proposal 4/4 Champ, EB, Tech, Users none. hold
Vertex Eval 1/3 Champion only EB, Tech eval
Northwind Proposal 1/4 Tech eval only Champ, EB, Users
Single-thread risk: Vertex and Northwind each live or die with one inbox.
Move list:
1. Vertex. EB missing. Intro path: ask the champion to bring
their VP into the pricing conversation. Draft ready.
2. Vertex. Tech eval missing. Content play: send the security
overview to the engineer who attended call one.
3. Northwind. Champion missing at Proposal stage. That is the
deal-killer. Direct approach to the original requester today.
Where an operator takes this next.
The map is step one. Here is where an operator takes it once the manual version proves out.
A map that refreshes weekly beats a perfect map from last month. Automate the refresh.
Sync the map back to Salesforce OpportunityContactRole so every engaged contact has a role and the coverage score is computable on every deal, every day.
Connect Gong so who actually attended each call feeds the engaged check, and a champion who stopped showing up gets caught the same week.
Use LinkedIn Sales Navigator to identify the likely economic buyer and technical evaluator at the account before asking the champion for the path.
Connect your email tool so engaged means replied threads, not outbound volume. Then post each week's move list to the team's Slack channel so the widening work is visible.
One skill is the on-ramp.
A single skill does one job. Chained into a playbook, or run as a full build, it becomes a system. Here is where this one plugs in.