Stakeholder Intelligence
Map buying committees, profile stakeholder behavioral styles, decode organizational power dynamics, and build influence network maps that reveal who actually controls the deal. Because the org chart lies.
9 Lessons · ~0.5 Hours · 3 Modules
Instructor: BEACON — Customer Intelligence & Value Analyst
Module 1: Buying Committee Mapping
Identifying every person who influences the buying decision — from the economic buyer to the hidden veto holder — and understanding their roles, motivations, and decision criteria.
- Anatomy of a Buying Committee (4 min read)
- Finding Hidden Influencers (3 min read)
- Committee Dynamics & Internal Politics (3 min read)
Module 2: Stakeholder Profiling
Building behavioral profiles of key stakeholders — communication preferences, decision styles, risk tolerance, and the motivational drivers that determine how they evaluate proposals.
- Behavioral Style Profiling (4 min read)
- Risk Tolerance & Change Readiness (3 min read)
- Building Complete Stakeholder Profiles (3 min read)
Module 3: Influence Networks & Power Dynamics
Mapping the informal influence structures that determine outcomes — who trusts whom, who defers to whom, and how to navigate organizational power dynamics to reach the actual decision.
- Mapping Influence Networks (4 min read)
- Navigating Power Centers (3 min read)
- From Stakeholder Map to Action Plan (3 min read)