ICP Account Score
Score a target account on a 100-point ICP rubric (fit, pain, budget, timing, access, complexity) and assign a pursuit tier. Use when ranking accounts, scoring ICP, building a target list, or deciding Tier A vs cut.
Copy the file into your agent runtime. Cursor loads personal skills from ~/.cursor/skills/icp-account-score/SKILL.md and project skills from .cursor/skills/icp-account-score/SKILL.md. Claude Code looks in .claude/skills/icp-account-score/SKILL.md.
ICP Account Score
When to use
A company needs an honest pursuit score before outreach. Triggers: score this account, is this ICP, tier this target.
What it does
Scores six weighted dimensions (100 points) and emits a tier plus the evidence behind each number. Default weights match a mid-market services ICP; override weights if the user supplies them.
| Dimension | Weight | Measures |
|---|---|---|
| Fit | 20 | Firmographic / technographic match |
| Pain | 25 | Evidence of the specific pain you solve |
| Budget | 15 | Ability to fund the offer |
| Timing | 20 | Trigger event that explains why now |
| Access | 10 | Path to a named buyer |
| Complexity fit | 10 | Scope matches delivery capacity |
Steps
- Confirm the ICP band the user wants (size, geo, offer). If none, state the default you are using.
- Score each dimension with a number and one evidence sentence. Prefer public facts over inference.
- If two or more dimensions are inference-heavy, label the account
hypothesis-heavy. - Sum to a total. Assign tier: A 80–100, B 60–79, C 40–59, Cut below 40.
- Name the opening offer that fits the pain (diagnostic, workshop, audit) — one offer, not three.
Output
Account: Total: /100 Tier: A|B|C|Cut Hypothesis-heavy: yes/no Fit: /20 — evidence Pain: /25 — evidence Budget: /15 — evidence Timing: /20 — evidence Access: /10 — evidence Complexity: /10 — evidence Opening offer: Cut reason: (if below 40)
Guardrails
Score honestly. Do not inflate to force a Tier A. Do not invent employee counts, funding, or buyer names. If a fact cannot be verified from the input or a cited source, leave the dimension low and say why. Overrides (strategic interest, warm intro) must be labeled as overrides, not hidden in the math.