Buying committee
A buying committee is the full group of people inside a prospect organization who influence, approve, or can block a purchase decision.
In agency sales, the buying committee is rarely one person. A marketing director may champion the work, a CFO may gate the budget, procurement may set vendor terms, and a legal team may slow the contract. Selling to only the champion produces stalled deals late in the cycle.
Mapping the buying committee means naming each role, their concern, and what evidence would satisfy it, before the proposal is written rather than after it stalls.
Why it mattersDeals that die at the finish line are usually deals where the buying committee was never mapped, not deals that were poorly pitched.
Related terms and practice.
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Start with the founder-dependency audit.
Ten working days, fixed fee, a written read your team owns. The fee credits against the build that follows.