build-icplisted

# /build-icp — Ideal Customer Profile Build > **Purpose.** Build an elite-tier ICP (≥75% completeness) for either the agency or for a specific client. ICP is the heaviest-weighted profile (20%) because every downstream conversion artifact — every post, every DM, every call-prep doc, every retainer pitch — calibrates to it. Wrong ICP = wasted everything downstream. > > **Bar.** The ICP must be specific enough that a reader can name 5 real companies that fit and 5 real companies that look like fit but don't. If it can't, it's too broad. ## When to invoke - New operator onboarding (build `agency-icp`) - New client signed → during onboarding (build `client-icp` for that client_slug) - Performance signal: discovery call close-rate <25%, or post engagement is high but inbound calls don't convert → ICP refinement - Vertical pivot or new segment expansion (build a new ICP for the new segment) ## Required inputs 1. **Either:** 10-20 closed-won deals (with company names, roles, deal sizes, time-to-close, what they said on the call) — preferred path. 2. **Or:** 3-5 hypothesis customers + the operator's pattern-matching from prior client work — fallback path. 3. **5-10 closed-lost deals** with reasons (the contrast set). 4. **3-5 sales call recordings or DM thread transcripts** (verbatim language source). 5. **Operator available for 60-90 minute interview.** If only fallback path is available, mark output `icp_status: drafted` (not `validated`). Re-run after first 5 closed deals.