HERO

2026-02-26-icp-scorecard-qualification

One-line value: A simple scorecard to decide: pursue, nurture, or skip - based on signals you can verify.

When to use: Use this page when you need to execute this workflow in one focused session.

QUICK RESULT

If you only do one thing → complete the first checklist pass and publish one usable draft/output today.

ACTION CHECKLIST

• [ ] Clarify the exact output and success metric before starting.
• [ ] Gather required inputs from one trusted source only.
• [ ] Execute the workflow in sequence without adding side tasks.
• [ ] Run one quality check and fix the highest-risk issue first.
• [ ] Save the final result with a short reuse note.

EXAMPLE / DEMO

Before: Notes are scattered and decisions are unclear.

After: Inputs are structured, steps are executed, and the output is ready to use immediately.

WHY IT WORKS

• Converts vague intent into an explicit sequence.
• Emphasizes shipping one validated result fast.
• Creates repeatability for future runs.

NEXT ACTION

• Run this checklist on one live task now; keep scope to a single measurable outcome.

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Source notes (kept for context)

ICP scorecard: qualify leads fast (no CRM chaos)

The goal is not "more leads". It's more qualified conversations.

Scorecard (0-10)

Give 0/1/2 points per category.

1. Fit to your offer

• 2 = clear workflow match
• 1 = adjacent
• 0 = mismatch

2. Urgency signals (verifiable)

• 2 = hiring/ops change/new initiative
• 1 = mild signal
• 0 = none

3. Ability to buy

• 2 = clear decision maker / budget owner
• 1 = influencer
• 0 = unknown

4. Access

• 2 = warm path / mutuals / active on LinkedIn
• 1 = reachable but cold
• 0 = hard to reach

5. Downside risk

• 2 = low risk (simple implementation)
• 1 = moderate
• 0 = high (complex, long cycles)

Decision

• 8-10: pursue now (outreach + follow-up plan)
• 5-7: nurture (content + light touches)
• 0-4: skip

AI prompt (for consistent scoring)

Provide:

• company, website, persona, offer category, any signals you found

Ask AI to return:

• score per category + 1 evidence line per score
• top 1 hypothesis + top 1 question to confirm
• recommended next action (pursue/nurture/skip)

Guardrail

If AI can't cite evidence for a score → score that category as 0.

Link it

Use this scorecard after you run the "prospect research workflow".