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title: "Buying committee rubric" description: "Which roles go on a card, in what order, how to label departed contacts, and the three worked cases that shaped the rubric."

Buying committee rubric

Hand-author the committee for every hunt, warm, large-company, deal, and customer account. No automated committee has beaten a person reading the account history for ten minutes; the automation is for finding the people's current title, photo, and email, not for deciding who matters.

Roles and order

Sort the committee by the rank below. Ties keep the order you wrote them in.

Rank	Role label on the card	Who	Why first
0	Decision maker / Economic buyer / Budget / Sign-off	The person whose signature closes it	The floor team must know within five seconds who the buyer is
1	Exec sponsor	The executive who wants it to happen but does not own budget	Second-most valuable handshake
2	Champion / Hand-raiser / Technical evaluator	Whoever raised their hand, ran the trial, or is evaluating	They know you; open with them, then ask for the intro up the ranks
3	Influencer	RevOps, GTM engineering, systems owner, the manager of the team that would use {{PRODUCT}}	Often the one who blocks or unblocks
4	In the room	A registrant from the account with no deal role yet	Listed so nobody is a blind handshake
9	Left	Departed contact	Kept for history, sorted last, never approached with the old name

A person can be both a registrant and a committee member; show them in both blocks of the card, and in the committee block say "in the room" in the note.

Each committee line

Name | current title (LinkedIn-verified) | role label | LinkedIn URL | email | one-line note

The note is the operational fact: "coordinating internally, needs CFO sign-off", "ran three systems, sees consolidation as the win", "not yet engaged directly", "owes headcount numbers for the trial". If you cannot write a note, ask whether the person belongs on the card at all.

Labelling departed contacts

• Role becomes Left and the note says where they went and their new title: now COO at <new company>.
• If the new company is in the room or in the CRM, add a cross-reference line on that company's card; a hand-raiser who moved is a warm start at the new employer, and the old account needs a new champion.
• Never delete them. The dossier is also the record of why the old play stopped working.

Which accounts get a committee

Group	Committee depth
Hunt	Full: buyer, sponsor, champion, influencer, in-the-room
Deal	Full, copied from the live opportunity, then re-verified on LinkedIn
Customer	Buyer plus the heaviest users, so expansion and reference asks land with the right people
Warm	Buyer plus whoever engaged last
Large company	Buyer for the relevant function only, looked up fresh; enough that the handshake with the individual contributor has somewhere to go

Every large company above {{LARGE_COMPANY_FLOOR}} with an attendee gets this treatment, not only the accounts the CRM already rates highly. Last run 21 of the 47 cards were large companies that were not yet worked, and the committee lookups turned several of them into warm accounts.

Three cases that shaped the rubric

The delegation. A cybersecurity company registered eight people: the whole sales-development org and the VP who runs it. The delegation itself was the buying signal. Committee: the VP as decision maker, the RevOps director (already in a direct-message thread with the CEO, not registered) as influencer, the sales-development managers as in-the-room. Play: team demo on site, and name the RevOps director so the two threads meet.

The hidden buyer. A VP of Global Sales Development appeared on the invite list with no title and a first name. Profile search on first name plus company found her. She became the rank-0 line on a card that would otherwise have shown three individual contributors and no buyer.

The stale names. At one hunt account the original hand-raiser had left the company. At another, the contact being sequenced had become COO elsewhere. The CRM said both were current. Without the LinkedIn pass the team would have walked up asking for people who no longer worked there. Both became Left lines with a cross-reference, and both accounts got a new rank-0 line before the event.

Email resolution order for committee members

1. Work email from the LinkedIn profile scrape.
2. Work email already in {{CRM}}.
3. Email-address enrichment by name plus domain through your enrichment provider.
4. If all three fail, show the LinkedIn link alone and label no email. Do not guess a pattern-based address onto a card that people will act on.