Define the in/out ICP and focus parameters
Packaged know-how that tells an agent how to do a job well.
You might say…
“I say yes to every client who looks interesting and I'm spread across too many different types of work — I need to commit to an ICP and actually hold to it.”
What it does
Single-judgement decision selecting which segments and geographies to pursue or deprioritise and recording the ICP definition for sales and capacity planning.
Trigger: Use when setting the firm's internal focus parameters for sales, marketing, and capacity allocation.
I/O: Segment profitability rollup + strategic positioning considerations → committed ICP definition with in/out segment and geography parameters
Recognise the problem?
The primitives are the commodity part. The fastest next step is a conversation about composing them into something that works for you.
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