HG Insights

Skill: Stakeholder Card Discipline

Stakeholder cards your AE can act on: sourced, dated, split by buyer role, with no invented emails or URLs.

Overview

Keep invented contact details out of your briefs. Claude builds stakeholder cards from name, title, location and the LinkedIn URL the contact tools returned, adds email or phone only when enrichment returned them, cites contacts as third-party data with a retrieval date, and splits operational buyers from budget owners using FAI.

Use cases

  • Outreach that doesn't bounce on the first email

    If enrichment didn't return an email, the card leaves it out. Claude never builds one from a first.last pattern or constructs a LinkedIn URL from a name, so first touches reach real addresses.

  • Honest about how fresh a title is

    Titles are cited as third-party contact data with the month retrieved, never as 'verified this quarter'. When the title matters to the pitch, Claude points the AE to confirm it on LinkedIn or in a recent filing.

  • Multi-threading with roles separated

    Cards are grouped into operational buyers who run the workflow and budget owners who sign the renewal, based on FAI usage and decision-maker titles, so the AE knows who to discover with and who to bring in at signature.

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Stakeholder Card Discipline

When to use

  • Authoring a workflow that produces stakeholder lists (AE briefs, account plans, outbound prep).
  • Reviewing a stakeholder section that includes contact details. Check it against the rules below.

The card shape

A stakeholder card carries:

  • Name (full).
  • Title (as returned by the contact data at retrieval time).
  • Location (city or region).
  • LinkedIn URL (the canonical /in/... form returned by contact_search, not a search-result link).

Optional, only when a source supports them:

  • Department / functional area (from FAI).
  • Email (only if contact_enrich returned it).
  • Tenure (when an SEC filing or contact_enrich employment history shows "in role since [date]").
  • Notable signals (a recent press quote, a conference talk). Cite the source.

Title freshness

Contact data is refreshed periodically by the provider, not on every call, and contact results are cached for 7 days. A title can be out of date. Never write "verified within 90 days" or "current as of [date]" unless a source shows that date. Write "title per third-party contact data, retrieved [month year]". When the title matters for the pitch, confirm it on the LinkedIn profile or in a recent SEC filing.

Source citation

Contact data comes from a third-party provider, not HG; cite it as such. Don't cite cards as "HG". Cite FAI-derived fields (department, decision-maker role) as HG.

What never goes on a card

  • Email addresses that contact_enrich did not return. contact_search doesn't return emails. Building one from a "first.last@company" pattern is a fabrication.
  • Phone numbers that contact_enrich did not return. Never invent one. A returned number is often a main line; label it as such.
  • LinkedIn URLs that contact_search or contact_enrich did not return. Never construct one from the name.
  • Personal social handles. Professional context only.
  • Speculative attributions ("seems to own the budget"). Either a source supports it or omit it.

Operational buyer vs budget owner

Group cards into two sections when both matter:

### Operational buyers (run the workflow)
- Jane Doe, VP Sales Operations, Munich. linkedin.com/in/janedoe-example
- ...

### Budget owners (sign the renewal)
- Mike Smith, Chief Revenue Officer, Munich. linkedin.com/in/mikesmith-example
- ...

Contacts: third-party contact data, retrieved Sep 2026. Groups: HG FAI, Sep 2026.
  • Operational buyers: leadership of the department that dominates the product's FAI usage mix.
  • Budget owners: people whose titles match the FAI decision_maker_titles for the product, or the executive one level above the operational lead.

See hg-fai for the operational-vs-budget rule and hg-fai-vs-contact-search for building the search from FAI titles.

Common pitfalls

  1. A card with only a name and "(VP, IT)". Without a precise title and location it is unactionable.
  2. Inventing LinkedIn URLs. If the contact tools didn't return one, omit it.
  3. Mixing budget owners and operational buyers in one list. They are two different conversations.
  4. Claiming a title verification date no source states.
  5. Attributing contacts to HG. They come from a third-party provider.

Reference