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icp-fit-and-buying-readiness

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Use this skill when evaluating whether an account is worth pursuing, preparing for a discovery meeting, or deciding mid-conversation whether to continue investing time. Produces an account-level verdict (Investigate / Watch / Pass before discovery; Pursue / Watch / Pass after discovery) grounded in fit, readiness, and discovery evidence. Separates observed facts from hypotheses from conclusions. Designed for AI agent execution: every output requires cited evidence, and every unknown produces a next question rather than an assumption.

skills/brian-carroll/icp-fit-and-buying-readiness/SKILL.md

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Last checked
Nov 11, 2026

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237
Repository last updated
Oct 20, 2026
License
MIT

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Build an evidence-based qualification framework that separates company fit from
buying readiness, and both from what can only be confirmed in conversation.
Produces a verdict for each account with cited evidence, explicit unknowns, and
a flip condition. The method is transferable; the specific criteria are yours to
define from your own win/loss/no-decision data.

The core conviction: diagnosis before prescription. Fit describes a market —
it does not explain buying behavior. The companies that actually buy share a
pattern: something disrupted the status quo enough to make change feel
necessary. This skill builds the system for separating "looks like a fit" from
"has a reason to change right now."

(See references/diagnostic-philosophy.md for the full reasoning chain and the
central question this framework answers.)
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