# Ideal Customer Profile Scorecard

Score each prospective account from 1 (weak fit) to 5 (strong fit). Use evidence you can verify, not assumptions. The score helps prioritise research and outreach; it does not replace a conversation with the buyer.

| Criterion | Score (1–5) | Evidence / notes |
| --- | --- | --- |
| Industry and service fit |  |  |
| Company size and ability to buy |  |  |
| Clear problem your service solves |  |  |
| Meaningful value if the problem is solved |  |  |
| Access to relevant decision makers |  |  |
| Delivery capacity and geographic fit |  |  |
| Evidence of a timely trigger or priority |  |  |
| Realistic path to a decision |  |  |

## Interpreting the score

- **32–40:** Prioritise for tailored research and a considered outreach plan.
- **24–31:** Keep in the target pool; validate the weaker areas before investing heavily.
- **8–23:** Deprioritise until new evidence changes the fit.

These bands are a starting point. Adjust them to your deal size, sales cycle, and delivery capacity. A strong score is not proof of buying intent. Record the source and date for each signal and revisit scores when circumstances change.

## Account decision

- Account:
- Date reviewed:
- Total score:
- Strongest evidence:
- Biggest unanswered question:
- Next action and owner: