Stop 3 of 9 · Daily
Stakeholder messages
One set of discovery facts becomes four short messages, one per role, each leading with what that person is measured on and ending with a question only they can answer.
The map before the messages
An enterprise connectivity deal has four or five people in it and Wael usually knows two. The two he knows are the ones who take his calls, which is exactly why they are not the ones who stall the deal. The map is worth twenty minutes because it tells him who he has never spoken to.
| Role | Measured on | The sentence that opens their email |
|---|---|---|
| IT director | Uptime, projects delivered, tickets closed | What breaks less, and what work this removes from their team |
| CFO or finance | Predictability, term, capital versus operating | What the shape of the spend becomes, never the amount |
| Operations | The site running at seven in the morning | What happens during the cutover and who is on site |
| Security or risk | Exposure, audit findings, evidence | What is logged, who holds the keys, what the report shows |
Attached: the account plan and my discovery call notes for this account: [attach both]. Build the stakeholder map as a table: name, role, what they are measured on, what they decide, their stated position of supporter, neutral or blocker with the evidence for it, and the last date I had two-way contact. Add a row for every role in a deal like this that has nobody named against it, and mark those rows as gaps. Then rank the gaps by how late in the cycle they usually surface.
The gap rows are the output. A deal with no named security contact is a deal that will discover one in week nine.
One fact set, four messages
The discipline is that the facts do not change per role. If the ring covers nine sites, it covers nine sites in all four emails. What changes is the first line, the two facts chosen and the closing question. That is also why this is safe to delegate: Claude is choosing an emphasis, not inventing a benefit.
Here are my notes from the discovery call: [paste the notes]. Write four emails, one each to the IT director, the CFO, the operations manager and the security lead. Rules: maximum 120 words each, no greeting longer than one line, open with the outcome that role is measured on, use at most two facts from my notes, and end with one question only that person can answer. Every fact must appear identically in every email that uses it. No rates, totals, discounts or savings. At the end, list any fact you wanted and did not have.
Here are the four stakeholders and my account plan: [paste the map and the plan]. Draft one meeting request for a 45-minute session with all four. Name the decision the meeting is for, then one line per attendee saying what they get from the hour and what I need from them in it. Offer a shape for the agenda in four items with minutes against each. Keep the whole thing under 150 words.