Free Field Guide
Map stakeholder-specific value, build buying-committee alignment, and win complex government deals — without showing everything to everyone.
The WIIFM Map template — use it on your next deal today
5 stakeholder profiles with real priorities and blind spots
Discovery questions that surface WIIFM in one conversation
The pre-demo alignment checklist — never walk in blind again
Procurement, IT, leadership, ops, end users — five WIIFMs, one guide.
Real priorities, blind spots, and approach for procurement, IT/security, department heads, ops, and end users.
Fill it out before every major conversation. Track functional WIIFM, political WIIFM, and alignment level.
Stakeholder mapping, message preparation, discovery gaps, and follow-up — never walk in blind.