Do not mistake corporate hierarchy for buying roles. A CIO might be an Economic Buyer on one project, a Technical Buyer on another, or simply a User Buyer. Fill out your Excel matrix based on how they behave relative to this specific transaction , not based on their business card. Step 3: Assess the Status and Response Modes
These are the end-users who will use or supervise the use of your solution daily. Their judgment of impact on their workflow carries significant weight. Their focus is on usability, daily impact, and productivity improvements. Common titles include Sales Manager, Team Lead, and Operations Manager. miller heiman blue sheet excel
A "Win-Result" bridges the corporate benefit with personal motivation. What the company gets (e.g., 20% ROI). Do not mistake corporate hierarchy for buying roles
Do not hide vulnerabilities. A good Blue Sheet should look messy and full of Red Flags early in the sales cycle. Spotting risks early gives you time to fix them. Step 3: Assess the Status and Response Modes
This is the person who holds final authority over the budget and decision. They can say yes when everyone else says no and vice versa. Their focus is on return on investment, business value, and financial impact. Common titles include CFO, VP of Finance, CEO, and General Manager.