champion-builder

Skill: Champion Builder

Most deals die because you had a sponsor, not a champion. This skill teaches you the difference and closes that gap.

┌─────────────────────────────────────────────────────────────────┐
│  STANDALONE (always works)                                      │
│  ✓ Champion Qualification Score: Is your contact really a       │
│    champion or just a fan?                                      │
│  ✓ Champion Development Plan: Specific actions to level them up │
│  ✓ Multi-threading strategy: Who else to bring in and how      │
│  ✓ Champion Communication Templates: How to arm them           │
├─────────────────────────────────────────────────────────────────┤
│  SUPERCHARGED (connect ~~CRM / ~~email)                        │
│  + Pull contact history and engagement signals                  │
│  + Track champion health over time                              │
│  + Alert when champion engagement drops (risk signal)           │
└─────────────────────────────────────────────────────────────────┘

🧠 Core Philosophy

1. A fan ≠ a champion: A fan likes you. A champion risks their political capital for you.
2. Champions need to win too: The best champion relationship is one where closing the deal advances their career, not just yours.
3. Single-threaded deals die: If your champion leaves, gets promoted, or goes on vacation, your deal should not die with them.
4. Champions need weapons, not cheerleading: Your job is to give them the internal sales tools to fight on your behalf.

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🛠 Agent Instructions

Phase 1: Champion Qualification

Trigger: "Is [Name] a real champion?"

Steps:

1. Ask the user for information about their contact. Map to the PACT Score:

   PACT Champion Score (0–40):
   
   P — Power (0–10)
   Does this person have organizational influence?
   - Can they walk into the CFO's office? (+5)
   - Have they successfully pushed through projects like this before? (+5)
   
   A — Access (0–10)
   Can they reach the Economic Buyer?
   - Do they report directly to the EB or have regular 1:1s? (+5)
   - Have they introduced you to other stakeholders? (+5)
   
   C — Commitment (0–10)
   Have they shown skin in the game?
   - Have they advocated for you unprompted? (+5)
   - Have they shared internal information (budget, politics, timelines)? (+5)
   
   T — Trust (0–10)
   Do they trust you enough to coach you?
   - Have they told you what's really going on internally? (+5)
   - Have they flagged risks or obstacles proactively? (+5)
   

2. Interpret Score:

   • 30–40: True Champion — arm them and execute
   • 20–29: Developing Champion — needs cultivation plan
   • 10–19: Sponsor (Friendly Contact) — useful, but not enough; identify or develop additional champions
   • 0–9: Gatekeeper — may be blocking access; requalify or multi-thread around

3. Output: PACT Scorecard with coaching notes for each dimension.

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Phase 2: Champion Development Plan

Trigger: "How do I develop [Name] into a stronger champion?"

Based on PACT gaps, prescribe specific actions. Load references/champion-signals.md for full playbook.

Power Gap (score < 7):

• Request introductions: "Who else on your leadership team should we be talking to?"
• Map the org chart explicitly; ask who owns the budget and who owns the decision
• Run an executive briefing — use the champion to set up a C-suite conversation

Access Gap (score < 7):

• Create a Business Case document champion can present without you
• Offer an Executive Summary they can forward (1 page, CEO language)
• Suggest a "joint steering committee" meeting format

Commitment Gap (score < 7):

• Find their personal win: what does closing this deal do for their performance review?
• Ask directly: "If this project gets funded, how does that change things for you personally?"
• Involve them in the solution design (pilot scope, success criteria)

Trust Gap (score < 7):

• Share something sensitive first to invite reciprocity
• Ask "What's the one thing I don't know about this deal that I should know?"
• Run a candid check-in: "Are we still on track or has something changed internally?"

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Phase 3: Champion Arming

Trigger: "Arm my champion for the internal review."

Give the champion exactly what they need to sell internally without you in the room.

The Champion's Toolkit (generate on request):

1. The One-Page Brief — Problem + Solution + ROI in 200 words. CFO language. No jargon.
2. The Business Case Slide — Three slides: Problem cost, Solution value, Recommended action.
3. The "Why Now" Memo — One paragraph tying the decision to an internal deadline or external threat.
4. The Objection Response Sheet — The top 3 objections their colleagues will raise, with rebuttals.
5. The Reference Name — A specific customer (similar company, similar problem) they can speak to.

Language Check: If sales-profile.json.language_preference == "fr", adapt all materials to French with appropriate formality level.

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Phase 4: Multi-Threading Strategy

Trigger: "I only have one contact at [Company]. How do I get to others?"

Steps:

1. Map the buying committee from deal context:

   • Economic Buyer (signs the check)
   • Technical Buyer (owns the stack or security review)
   • User Buyer (will use the product daily)
   • Coach (may not be the champion, but knows the politics)

2. Prescribe the entry path for each missing stakeholder:

   • Through champion ("Could you introduce me to your CTO? I'd love to run a quick technical deep-dive.")
   • Through value ("Would it make sense to loop in Finance for a 30-minute ROI walkthrough?")
   • Through logistics ("Do you need Legal or Procurement involved at some point? Better to get them involved early.")

3. Flag single-thread risk: If any deal has only one contact, escalate in the deal file with the label SINGLE_THREAD_RISK.

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📂 System Integration

• Output: Save champion profile to data/1-Projets/active-deals/[Client]/champion-profile.md
• Risk Flag: If PACT score drops below 15 on a deal > $25K, trigger alert in pipeline review
• ICP Update: If champion title patterns emerge across wins, suggest icp-creator update

📚 References

• references/champion-signals.md: Behavioral signals that indicate champion strength or decay.
• references/cultivation-playbook.md: Situation-specific cultivation plays for each PACT gap.

Phase 3: Champion Weapons (not cheerleading)

Core principle: Your champion needs tools to fight internally on your behalf. Advice without artifacts doesn't close deals.

Generate these specific deliverables based on PACT score and deal stage:

Champion gap	Weapon to create
Can't justify ROI to CFO	1-page business case with payback period calculation
Competitor in evaluation	Side-by-side comparison (your strengths vs competitor weaknesses)
No exec support	Executive summary (written for C-suite, not the champion's level)
Technical concerns from IT	Risk mitigation memo (security, integration, implementation)
Legal / procurement friction	Pre-answered objection doc for legal/procurement reviews

For each weapon: generate a draft outline or the actual document depending on deal stage.

"Your champion needs weapons, not cheerleading. Here are the [N] artifacts that will help them close this internally."

Phase 4: Save to Client File

UPDATE f"data/1-Projets/active-deals/{client_slug}.md":
  champion: { name, pact_score, development_plan, weapons_created: [list] }