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home / skills / gtmagents / gtm-agents / pursuit-governance

pursuit-governance skill

/plugins/enterprise-sales/skills/pursuit-governance

This skill helps establish pursuit governance cadences, decision logs, and escalation paths to streamline complex enterprise deals.

npx playbooks add skill gtmagents/gtm-agents --skill pursuit-governance

Review the files below or copy the command above to add this skill to your agents.

Files (1)
SKILL.md
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---
name: pursuit-governance
description: Use to set cadences, decision logs, and escalation paths for enterprise
  pursuits.
---

# Pursuit Governance Playbook Skill

## When to Use
- Launching complex pursuits with multiple internal workstreams.
- Preparing executive steering updates for strategic deals.
- Standardizing standups, decision logs, and risk reviews across regions.

## Framework
1. **Cadence Matrix** – define daily standups, weekly exec reviews, and async updates per workstream.
2. **Decision Log** – capture requests, approvals, and rationale with timestamps and owners.
3. **Escalation Paths** – map issue severity to escalation channels (CRO, legal, product, finance).
4. **Communication Kit** – templates for updates, dashboards, and summaries.
5. **Retrospective Loop** – schedule debriefs and feed insights back into playbooks.

## Templates
- Pursuit governance calendar.
- Decision log sheet (request, owner, status, timestamp).
- Escalation matrix with contacts and SLAs.

## Tips
- Keep cadences lightweight; combine workstreams where possible to avoid meeting overload.
- Use a shared workspace (Notion, Asana, Sheets) for transparency.
- Pair with `risk-register` to ensure escalations include mitigation details.

---

Overview

This skill sets up and operationalizes pursuit governance for enterprise sales motions. It provides a repeatable playbook to define meeting cadences, decision logs, escalation paths, and communication templates. The goal is to keep complex, cross-functional pursuits aligned, auditable, and fast-moving.

How this skill works

The skill builds a cadence matrix that prescribes standups, exec reviews, and async updates for each workstream. It creates a decision log format to capture requests, approvals, timestamps, and owners, and generates an escalation matrix that maps issue severity to named contacts and SLAs. Finally, it outputs templates for updates, dashboards, and retrospectives to close the loop.

When to use it

  • Launching a complex pursuit involving sales, product, legal, and finance stakeholders
  • Preparing executive steering updates and requiring a structured decision history
  • Standardizing daily/weekly cadences and risk reviews across regions or teams
  • Creating clear escalation channels for high-severity issues or contract blockers
  • Implementing consistent documentation and handoffs for multi-quarter deals

Best practices

  • Keep cadences lightweight; prefer combined standups when workstreams overlap
  • Capture every decision with owner, rationale, and timestamp to maintain auditability
  • Map escalation paths to people and SLAs, not just roles, so accountability is clear
  • Use a shared workspace (Notion, Asana, Sheets) for real-time visibility
  • Pair decision logs with a risk register so escalations include mitigation steps

Example use cases

  • Design a pursuit calendar that schedules daily sales ops standups and weekly exec reviews for a strategic enterprise deal
  • Create a decision log sheet to show VPs which approvals occurred, by whom, and why
  • Build an escalation matrix that routes legal contract risks to the GC with a 24-hour SLA
  • Generate a communication kit of status email templates and a dashboard summary for C-suite updates
  • Run a retrospective loop after deal close to capture lessons and update the playbook

FAQ

Can this skill handle multiple regions and time zones?

Yes. The cadence matrix can be configured to combine or separate workstream meetings by region and to specify async update formats for distributed teams.

How do I ensure escalations include mitigation plans?

Link each escalation entry to a risk register item and require a mitigation field in the decision log; the playbook recommends this as a standard step.