git:20260403.735b256 to git:20260922.ed4a4b3

# Skill: ICP Scoring

**Duration:** 15–30 minutes per account (or run in batch)

**Output:** ICP score + tier assignment saved to CRM or `outputs/scoring/`

---

## Quick Start

Single account:

```

Read skills/icp-scoring/SKILL.md and score [company.com] against our ICP

```

Batch:

```

Read skills/icp-scoring/SKILL.md and context/icp-definition.md.

Score these companies and output a table sorted by score, Tier 1 flagged:

[paste list of company names or domains]

```

---

## Purpose

Score any account against your ICP and assign it to the right tier. Replaces gut feel with a repeatable model. When run at scale, it tells you which accounts to prioritize this week, which to monitor, and which to skip entirely.

---

## When to Run This Skill

- New accounts entering the pipeline — score before assigning to a rep

- Enrichment run complete — re-score the full account list

- ICP definition updated — re-score to find newly qualified accounts

- Preparing a campaign list — score to determine sequence tier

- Quarterly pipeline review — re-score all open opportunities

## Re-scoring Cadence

Scores go stale. Set a recurring schedule:

| Segment | Frequency | Why |

|---------|-----------|-----|

| Full account list | Quarterly | ICP drift, new signal data |

| Tier 1 accounts | Monthly | High-value; worth tracking closely |

| Active pipeline | After each campaign | Campaign results reveal scoring gaps |

| After ICP change | Immediately | Find newly qualified or disqualified accounts |

After a quarterly re-score, pull the delta: which accounts moved tiers? Accounts that dropped from Tier 1 to Tier 2 need to be removed from AE pipelines. Accounts that moved up need to be activated.

---

## Inputs

- Account name, domain, and available firmographic/technographic data

- `context/icp-definition.md` — scoring criteria and tier definitions

- `context/signal-library.md` — signal scores to add on top of ICP fit

---

## Scoring Model

### Part 1: ICP Fit Score (0–70 points)

Measure how well the account matches your ideal customer profile.

#### Firmographic Fit (0–30 points)

| Criterion | Points | How to assess |

|-----------|--------|---------------|

| Employee count in range | 0–10 | [Your range from ICP definition] |

| Industry match | 0–10 | Primary = 10, Secondary = 5, Other = 0 |

| Funding stage match | 0–10 | Ideal stage = 10, Adjacent = 5, Outside = 0 |

#### Technographic Fit (0–20 points)

| Criterion | Points | How to assess |

|-----------|--------|---------------|

| Uses [key integration tool] | 0–10 | Confirms workflow match |

| Uses [secondary tool] | 0–5 | Confirms sophistication level |

| No [disqualifying tool] | 0–5 | Absence of competitive blocker |

#### Organizational Fit (0–20 points)

| Criterion | Points | How to assess |

|-----------|--------|---------------|

| Has [key role/function] | 0–10 | Confirms decision-maker exists |

| [Role] hired in last 12 months | 0–5 | New leader = change appetite |

| Hiring for [relevant role] | 0–5 | Active investment in function |

---

### Part 2: Signal Score (0–30 points)

Add points for active signals from `context/signal-library.md`. Reference the point values defined there.

**Note:** Signal scores decay over time. Apply the decay multipliers from `context/signal-library.md` — a signal at 91–180 days is worth 25% of its original value; at 180+ days it expires entirely.

---

### Total Score Interpretation

| Total | Tier | Action |

|-------|------|--------|

| 80–100 | Tier 1 | Immediate outreach, full research (run Account Research skill), assign to AE |

| 60–79 | Tier 2 | Signal-triggered sequence within 48 hours |

| 40–59 | Tier 3 | Add to automated sequence |

| 20–39 | Tier 4 | Monitor, re-score in 90 days |

| 0–19 | Exclude | Remove from active list |

---

## Running at Scale (Batch Scoring)

When scoring a large list (50+ accounts), structure the output as a table:

```

| Account | Domain | Firmographic | Technographic | Org | Signal | Total | Tier | Action |

```

Instruct Claude:

```

Read skills/icp-scoring/SKILL.md and context/icp-definition.md.

Score the accounts in [file or pasted list].

Output a scored table sorted by total score descending.

Flag any accounts scoring 80+ for immediate follow-up.

```

---

## Scoring Output Format

```markdown

# ICP Score: [Company Name]

Date scored: [YYYY-MM-DD]

Scored by: [Claude / Name]

## Score Breakdown

| Category | Score | Max | Notes |

|----------|-------|-----|-------|

| Firmographic fit | X | 30 | [Key observations] |

| Technographic fit | X | 20 | [Key observations] |

| Organizational fit | X | 20 | [Key observations] |

| Active signals | X | 30 | [Signals present] |

| **Total** | **X** | **100** | |

## Tier Assignment: [Tier 1 / 2 / 3 / 4 / Exclude]

## What Qualifies Them

- [Specific reason 1]

- [Specific reason 2]

## What Disqualifies or Reduces Score

- [Gap 1 — what would need to change for this to be a higher tier]

## Recommended Next Action

[Specific: which skill to run next, which sequence to assign, or what to monitor]

## Re-score Trigger

[Condition that should trigger re-scoring — e.g., "If they raise a new round" or "If they hire a VP of Ops"]

```

---