icp-fit-and-buying-readiness
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.)