How to write a close plan
A close plan is the dated map from a verbal yes to a signed contract. Complex deals slip because the steps between those two points are never written down.
The best close plans are mutual: built with the buyer, owned by both sides, and specific enough that everyone knows the next action and who owns it.
Short answer
Write a close plan by starting at the target signature date and working backward through every step required to get there: technical validation, business case, legal, security, procurement, and final approval. Assign an owner and a date to each step on both the buyer and seller side, then confirm it with the buyer so it becomes a shared, mutual plan.
Step by step
Anchor on the target signature date
Start from the date the buyer needs to be live or signed, usually tied to a compelling event. Every step flows backward from this anchor, which keeps the plan grounded in the buyer's reality.
List every step to get there
Enumerate the real work: technical validation, business case approval, legal review, security review, procurement, and final sign-off. The steps reps skip are exactly the ones that kill deals late.
Assign an owner and date to each step
Every step needs a named owner and a due date, on both sides. "Legal review" with no owner and no date is a wish, not a plan.
- Buyer-side owners for internal approvals
- Seller-side owners for proposals and answers
- Dates that ladder up to the signature date
Confirm it with the buyer
Walk the plan through with your champion and, ideally, the economic buyer. Their agreement turns your seller's checklist into a mutual commitment they will help drive.
Track and update it weekly
Review the plan every week, mark progress, and re-date honestly when a step slips. A close plan that is not maintained is just a document; a live one keeps the deal on rails.
What makes a close plan work
Specificity and shared ownership. A vague plan the buyer never saw does nothing. A dated plan the buyer helped build surfaces hidden steps early and gives your champion a tool to drive the deal internally.
The act of building it is itself a qualification test. A buyer who will not engage on a close plan is telling you the deal is not as real as it looks.
How Ardovo helps
Ardovo lets you attach a close plan to a deal with owners and due dates, and Rook tracks progress, nudges owners on overdue steps, and warns when a slipping milestone puts the signature date at risk.
Frequently asked questions
What is a close plan?
A close plan is a dated, step-by-step map from a verbal commitment to a signed contract, listing every task, owner, and date on both the buyer and seller side. It surfaces hidden steps like legal and procurement early so the deal does not slip.
What is the difference between a close plan and a mutual action plan?
They are closely related. A mutual action plan is the shared, jointly owned version built with the buyer, often covering evaluation through go-live. A close plan often refers specifically to the path from late-stage to signature. Best practice makes any close plan mutual.
When should I introduce a close plan?
Once the buyer signals real intent, typically after a successful demo or proposal when there is a clear path to a decision. Introducing it too early can feel presumptuous; leaving it too late means hidden steps surface as surprises.