Account Stakeholder Map template for Google Docs and Word

The first pages of the Account Stakeholder Map template

Every page (6)

Overview

In a complex deal the person who loves your product is rarely the person who signs. This template gives sales teams one document that shows the customer's org chart, who decides what, how each person feels, and what you will do about it before the board meets.

The sample follows Quillon Group pursuing a £420k deal with a fictional freight customer: eleven people, four voters, a decision-role matrix, a sentiment scorecard, a 16-week engagement plan and four stage gates. Replace the account, names, scores and dates with your own.

Useful for

A deal review where the account team shows who holds the vote and who has not been met
A pre-board plan that assigns an owner and a date to every engagement action
A handover from sales to delivery that records who supports the project and who does not

What's included

Org chart page with eleven people, headcount stats and a table of functions
Decision roles page with four contact cards and a responsible, accountable, consulted, informed matrix
Sentiment scorecards with status, trend and a note on each measure
A 16-week engagement plan with owners and a board-week view
Stage gates with a checklist of owners and due dates
Make it yours guide page to delete before sharing

How to use it

1
Click Make a copy in Google Docs, then confirm on the Google page. The copy is saved to your own Google Drive.
2
Replace the account name, the people and their roles on the org chart and the decision roles page.
3
Score each stakeholder's support honestly, set the status on the scorecards and update the notes.
4
Give every engagement action an owner and a date on the plan and the gates checklist.
5
Delete the guide page, then share the document with your account team.

What you need

Requirements

A Google account with access to Google Drive

Works with

Google Docs
Microsoft Word (download the .docx)

Questions

Are the organisation, people and figures real?

No. Quillon Group, the customer, every person named and every figure are fictional sample data. Replace them with your own account details before you share the document.

Who should see a stakeholder map?

Keep it inside your own team and your sales leadership. It records candid views of named people, so do not send it to the customer or paste it into shared threads.

What do the R, A, C and I letters mean?

R is responsible for doing the work, A is accountable for the outcome and signs it off, C is consulted before the decision and I is informed afterwards.

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#sales
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#decision-makers
#raci
#google-docs

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