deal-health

name	deal-health
description	Audit any open deal against the Arkangel sales submarine — which compartments are closed, which are open, what's missing to advance, who hasn't been touched, and the risk of stalling. Use to triage pipeline, unblock stuck deals, or prep a sales review.

Deal Health

deal-health is the diagnostic skill for the pipeline. It tells you which deals are alive, which are stuck, and exactly what's missing to advance — measured against the submarine compartments in sales-pipeline.

When to Use

• Weekly pipeline review or before a 1:1 con el lead comercial.
• A deal hasn't moved in 2+ weeks and you want to know why.
• The owner says "cómo va el deal con X", "qué le falta a Y", "qué deals están en riesgo".
• Before forecast — to flag deals that are actually stalled vs the ones that look open in Attio but are dead.

Do not use for closed-won/lost deals (run a postmortem instead) or for prospects without a deal in Attio.

Inputs

• One deal mode: deal ID or company name.
• Pipeline mode: no input → audita todos los deals abiertos en Attio.
• Filtered mode: filter (stage, owner, last activity date).

If Attio MCP is unavailable, ask the user for the deal data inline (compartment, stakeholders, last meeting, blockers).

Procedure

1. Fetch deal state.

   • Single deal: pull from Attio with all fields (pipeline_stage, stakeholders, pain_quantified_cop, last_meeting_date, next_meeting_date, blockers, notes history).
   • Pipeline mode: pull all deals where pipeline_stage not in (won, lost).

2. For each deal, run the audit checklist — one row per compartment, mark closed / open / not-yet:

   Compartment	Criterion	Evidence required
   1. Qualify dolor	Match dolor + presupuesto + DMs	Notes mention dolor concreto, presupuesto reconocido, lista de DMs
   2. Diagnose dolor	Dolor cuantificado + ROI + champion identificado	pain_quantified_cop populated, champion contact set
   3. Champion kit	Champion vendió internamente y agendó próxima	next_meeting_date set with DMs in attendees
   4. DMs cercanos	DMs vieron propuesta + validaron precio	DM emails appended, price-bracket sent
   5. Procurement	Vendor form + condiciones aceptadas	Note "procurement done"
   6. Legal	Contrato + DPA / BAA / Hab. Datos	Note "legal signed"
   7. Security	Cuestionario + arquitectura validada	Note "security cleared"

3. Compute deal health score (0–10).

   • +1 per compartment closed (max 7).
   • +1 if last_meeting_date < 14 days.
   • +1 if next_meeting_date set in the future.
   • +1 if pain_quantified_cop > 0.
   • −2 if last_meeting_date > 30 days and no next_meeting_date.
   • −1 per blocker without owner.

4. Identify the gap.

   • Which compartment is open? What specific evidence is missing to close it?
   • Is the gap information (we don't know yet) or action (we know what's needed but haven't done it)?

5. Stakeholder coverage check.

   • Champion identificado? Sí / No.
   • DMs identificados? Lista vs lo que esperarías por sector (CFO, CMO, CIO, CISO típicamente en healthtech enterprise).
   • Algún detractor conocido?
   • Quién no hemos tocado y deberíamos?

6. Stall risk assessment. Flag the deal as one of:

   • 🟢 Healthy — moving, score ≥ 7, last meeting < 14 days, next meeting set.
   • 🟡 Slowing — score 4–6, or last meeting 14–30 days, no next meeting.
   • 🔴 Stalled — score < 4, last meeting > 30 days, or critical blocker without owner.
   • ⚫ Dead — close as lost — > 60 days no contact + no response to 3 follow-ups.

7. Recommended next action. One concrete action, owned by someone, with a deadline. Not "follow up" — say what to do, with whom, by when.

8. Output structure.

   # Deal Health — <Company> · <Date>
   
   ## Status: <🟢 / 🟡 / 🔴 / ⚫>  Score: <N>/10
   
   ## Submarino
   - 1. Qualify dolor       [✅ closed / 🟡 open / ⬜ not yet]
   - 2. Diagnose dolor      [..]
   - 3. Champion kit        [..]
   - 4. DMs cercanos        [..]
   - 5. Procurement         [..]
   - 6. Legal               [..]
   - 7. Security            [..]
   
   ## Open compartment
   <N — what specifically is missing>
   
   ## Stakeholder coverage
   - Champion: <name or "missing">
   - DMs identificados: <list vs expected for sector>
   - Detractores conocidos: <list>
   - Sin tocar (deberías): <list>
   
   ## Blockers activos
   <bullets, con owner si lo hay>
   
   ## Riesgo
   <1–2 frases sobre por qué puede stallear>
   
   ## Próxima acción recomendada
   <quién hace qué con quién, para cuándo>
   

   En modo pipeline, agrega una tabla resumen al inicio con todos los deals ordenados por score ascendente (los peores primero).

Pitfalls

• Síntoma: un deal aparece como 🟢 healthy pero el prospecto no responde hace 3 semanas. Causa: la skill confió en pipeline_stage sin mirar last_meeting_date. Fix: el score debe penalizar fuertemente el gap de actividad reciente.
• Síntoma: la skill recomienda "hacer follow-up" como next action. Causa: prompt débil. Fix: la next action debe nombrar persona, canal y outcome esperado ("Llamar a María, CFO, para validar el price bracket Better antes del viernes").
• Síntoma: la skill marca compartimento 4 como abierto cuando en realidad nunca cerró el 2. Causa: confió en lo que dijo el pipeline_stage sin validar evidencia. Fix: la auditoría no se basa en el campo pipeline_stage, se basa en la evidencia (notas + campos).
• Síntoma: en pipeline mode, los deals 🔴 stalled siguen apareciendo semana tras semana sin acción. Causa: falta cerrar como lost los muertos. Fix: después de 60 días sin contacto + 3 follow-ups sin respuesta, el output recomienda explícitamente "close as lost" con razón.

Verification

• Cada compartimento marcado como closed tiene evidencia concreta citada.
• El score numérico coincide con la fórmula del paso 3.
• La next action incluye persona + canal + outcome + fecha.
• Si el deal está 🔴 o ⚫, el output dice qué hacer hoy (no "monitorear").

References

• sales-pipeline — criterios de cierre por compartimento.
• precall-brief — para preparar la próxima reunión que destrabe el deal.
• postcall-recap — para que el estado del deal en Attio refleje la realidad.