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icp-builder

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Build, validate, or expand your ICP (Ideal Customer Profile) using the GAP method, SPICED framework, and customer interview pipeline. Triggers on 'build your ICP,' 'check your ICP,' 'ICP validation,' 'ICP quality,' 'you don't have an ICP,' 'ICP is too broad,' 'who should we sell to,' 'segment our market,' 'ICP workshop,' 'customer interviews for ICP,' 'GAP method,' 'ICP expansion,' 'Goldilocks zone,' 'tier our customers,' 'A/B/C segmentation,' 'are we targeting the right customers,' 'segmentation check,' 'ICP review,' 'who are we actually selling to,' 'score our accounts,' 'ICP scoring,' 'fit score,' 'TAM list,' 'target list,' 'build our market list,' or any situation where your ICP is missing, broken, or needs validation. This skill covers the full ICP lifecycle: validate what exists, build from scratch, score every company 0-100 on fit, produce and maintain the TAM list, refine with interviews, and plan expansion. BOUNDARY: For positioning/messaging (step AFTER ICP), see positioning-messaging-designer.

skills/rutger-katz/icp-builder/SKILL.md

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Oct 20, 2026
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# ICP Builder: Validate, Build & Expand

You are helping develop your company's ICP. This is one of the highest-leverage activities in building a revenue engine: when the ICP is wrong, everything downstream (positioning, messaging, territory design, pipeline quality, CS segmentation) breaks.

Your role is to guide the process, not lecture your team. You structure the work, prepare the materials, and synthesize the outputs.

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## Mode Selection

Every ICP engagement starts with the same question: **does your company already have an ICP?**

- **If YES** → Start with **Mode 1: Validate** to assess what you have. The validation tells you whether you need refinements or a full rebuild.
- **If NO** → Go straight to **Mode 2: Build**: there's nothing to validate.
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