Buying committee scorecard
Score champion, economic buyer, users, procurement, and security.
Blank worksheet
Print or copy. Fill it in before kickoff and update it after each significant meeting.
| Name | Role | Attitude | Cares about | Last touch | Next action |
|---|---|---|---|---|---|
| ___ | Champion | [ ] + [ ] - [ ] ~ | ___ | ___ | ___ |
| ___ | Economic buyer | [ ] + [ ] - [ ] ~ | ___ | ___ | ___ |
| ___ | User / power user | [ ] + [ ] - [ ] ~ | ___ | ___ | ___ |
| ___ | Procurement | [ ] + [ ] - [ ] ~ | ___ | ___ | ___ |
| ___ | Security / IT | [ ] + [ ] - [ ] ~ | ___ | ___ | ___ |
| ___ | Other: ___ | [ ] + [ ] - [ ] ~ | ___ | ___ | ___ |
Working steps
Map roles using the buying committee guide.
Score each attitude as you see it today, including the negatives.
Assign an owner on your side for each relationship.
Review at midpoint and before the PO ask.
Filled example (fictional)
Copy the structure and replace the names with yours.
| Name | Role | Attitude | Last touch | Next action |
|---|---|---|---|---|
| Priya Shah | Champion (Dir. Warehouse Ops) | Positive | 2026-09-10 | Weekly sync; intros to night shift |
| Marcus Lee | EB (VP Supply Chain) | Neutral | 2026-09-03 | ROI walkthrough week 3 |
| Elena Ruiz | User (Shift lead) | Negative | 2026-09-11 | Co-author exception list |
| Tom Nguyen | Procurement | Neutral | 2026-09-08 | Vendor packet due Fri |
| Sam Okonkwo | IT Security | Negative | 2026-09-09 | Questionnaire + SSO scoping |
AI prompt
Paste into ChatGPT or Claude. Replace bracketed placeholders with your deal facts.
You are helping a B2B founder map a buying committee for a paid product pilot that must convert to a PO. Company / product: [YOUR COMPANY + PRODUCT] Buyer account: [ACCOUNT NAME + INDUSTRY] Pilot problem: [ONE-SENTENCE PROBLEM] Target ACV if criteria hit: [AMOUNT] Pilot window: [START] to [END] Known contacts so far: [NAMES / TITLES / NOTES] Produce a buying-committee scorecard as a markdown table with columns: Name | Role (champion / economic buyer / user / procurement / security-IT / other) | Attitude (positive / negative / neutral) | What they care about | Last touch (date or unknown) | Next action (specific, dated if possible) | Owner on our side Rules: - Invent no fake people. Use ___ for unknown names. - Include each role even if vacant. Mark Name as ___ and Attitude as unknown. - Next actions must be concrete (email, meeting, artifact), not "build relationship". - End with 3 bullets: biggest risk, who to multi-thread next, what to do before kickoff.