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procurement-navigation

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Navigate the buyer procurement gauntlet from selected to signed. Use when a verbally-won deal enters security review, legal redlines, and vendor onboarding, and the close date starts slipping at contract stage. Maps the gauntlet early, pre-bakes the artifact pack, runs security, legal, and privacy reviews in parallel on a mutual close plan, and negotiates procurement without giving away the deal the sales team already won. Produces a gauntlet map, an artifact pack checklist, and a parallel-track close plan. Rule: a deal is not won until it clears the buying machinery; map the gauntlet before the proposal, not after selection. Trigger phrases: procurement, security questionnaire, stuck in legal, DPA, vendor onboarding, close date slipping at contract stage.

skills/rutger-katz/procurement-navigation/SKILL.md

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# Procurement Navigation: The Deal After the Deal

The most demoralizing loss in B2B is the deal that was won and then wasn't: champion committed, terms shaken on, and then six weeks of security questionnaires, redlines, and a procurement analyst with a mandate, while the close date rolls forward and the champion's momentum bleeds out. The market data says drag is fatal, not cosmetic: deals that close within about 50 days of TOTAL cycle time win at roughly 47%, versus roughly 20% for deals that stretch past that mark (Ebsta x Pavilion GTM Benchmarks, 2025 edition). The figure measures the whole deal, not the contracting phase alone; the point is that procurement is where the late weeks get added to deals that were on pace, and almost all of that drag is schedulable in advance.

The core rule: **the gauntlet is mapped before the proposal, started in parallel, and run on a mutual plan.** Surprise is the enemy; none of the steps are actually surprising.

## Map the Gauntlet Early

The decision-process questions that qualification should have answered become, at proposal stage, a concrete checklist built WITH the champion:

1. Every step between "yes" and "signed," in their order: security review, privacy/DPA, legal, procurement negotiation, vendor onboarding, signature chain.
2. Per step: who runs it, typical duration, what they need from you, and what has killed vendors there before. Champions answer this question happily; they want the deal to land too.
3. The steps that can run in parallel (almost all of them) versus the true dependencies. Serial-by-default is the buyer's habit, not a law; a champion armed with a parallel plan is your best process negotiator.
4. Calendar traps: fiscal-year close, holiday freezes, the legal team's known backlog, signer vacations. An August signature chain has lost weeks before it starts.
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