STEP 1 — STAKEHOLDER ANALYSIS - Head of Compliance (champion): Cares about audit efficiency and team workload. Needs to hear: "This will cut your reporting time in half." - IT Director (skeptic): Cares about security and integration complexity. Needs to hear: "We integrate with your existing stack in under a week." - CFO (missing): Cares about cost and ROI. Needs to hear: "This pays for itself in 6 months." STEP 2 — GAP ANALYSIS Missing: CFO (economic buyer). Without CFO buy-in, the deal cannot close. Biggest risk: IT Director's skepticism could delay approval indefinitely. STEP 3 — TAILORED MESSAGES - To Head of Compliance: "Sarah, I know audit season is coming. We can cut your reporting time by 50% before the next cycle. Worth a 15-min call?" - To IT Director: "I understand your concern about integration. We've deployed with 3 financial firms using the same stack. Happy to share a technical brief." - To CFO: "Compliance automation typically pays for itself in 6 months. I'd love to walk you through the numbers." STEP 4 — CHAMPION SCORECARD Score: 7/10. Strong advocate, but lacks budget authority. Recommend: ask champion to introduce you to the CFO. STEP 5 — NEXT 3 ACTIONS 1. Send technical brief to IT Director (Day 1) 2. Ask champion for CFO introduction (Day 2) 3. Prepare ROI one-pager for CFO (Day 3)