4
Stage 4 of 8
Buyer
"I Am Committing"
What's Happening
They've decided to move forward and are now in active commercial discussions. This isn't the end — it's stage 4 of 8. The relationship is just getting started.
- • Requesting and reviewing proposals/quotes
- • Negotiating terms and scope
- • Involving other stakeholders in the decision
- • Working through procurement/legal processes
What You Should Do
- ✓ Provide clear, transparent pricing
- ✓ Help them build internal consensus
- ✓ Set realistic expectations for outcomes
- ✓ Begin planning for successful implementation
- ✗ Don't overpromise to close the deal
- ✗ Don't treat the signature as the finish line
Signals That Indicate This Stage
Quote requested
Formal pricing discussion
Stakeholders involved
Multiple contacts engaged
Proposal reviewed
SOW/contract in negotiation
Timeline discussed
Start date conversations
Transition to Value Creator
When they sign and begin implementation — contract executed, kickoff scheduled, work begins — they become a Value Creator. Now comes the real relationship.
Quick Facts
- Typical Duration
- Weeks to months
- Engagement Style
- Commercial, collaborative
- Your Role
- Partner, problem-solver
- Success Metric
- Clear mutual expectations
Examples
- SaaS: Annual contract negotiation, security review
- Services: SOW refinement, budget approval process
- Mfg: PO processing, delivery scheduling
Ready to move beyond Buyer?
Track your journey from Buyer to Champion. Your Value Path makes progress visible.