What goes into a mutual action plan
A mutual action plan lists every step between now and a signed agreement, with an owner and a date for each. Typical steps include a technical review, a call with the economic buyer, security or legal checks, a pricing proposal, contract review and the target start date. The plan is shared with the buyer, often as a simple document or spreadsheet, and both sides update it as things change. It works backwards from the date the buyer wants to be up and running.
Example
Step 1: technical review with IT, owner Sam, by March 4. Step 2: cost review with the CFO, owner Alex, by March 8. Step 3: security questionnaire returned, owner Sam, by March 12. Step 4: contract signed, owner Alex, by March 20. Step 5: kickoff with both teams, April 1.
Why it matters
Deals stall when only the seller knows what happens next. Building the plan together surfaces steps the seller didn't know about, such as a procurement review, and people the seller hasn't met. It also tests commitment: a buyer who won't agree to dates may not be as serious as they seem. When a step slips, the plan gives the seller a neutral, specific reason to check in.
How to practice it
The hard part is asking. Practice proposing a plan at the end of a strong call: 'If the goal is to be live by the first of March, can we map out what needs to happen before then?' Then practice working backwards from that date with the buyer, and handling the champion who says 'I'll need to run it by my boss' by adding that meeting to the plan with a date.