Positioning GTM Consultancy
Defining our own ideal customer, with explicit anti-profiles
Arcanian used AOS to draft two grounded ICPs plus a fast fit-scoring checklist and named the buyers it should deliberately turn away.
80%
confidence
01 Ground
A consultancy needed a sharp, shared definition of who its methodology is for, who it is explicitly not for, and a way for anyone on the team to score fit before entering a sales conversation.
- 2 distinct ICPs defined with trigger events and core pains skill run output 2026-05-24 90% confident
- 6-question fit-scoring checklist with a 4-of-6 qualification threshold skill run output 2026-05-24 85% confident
02 Decide
Make anti-profiles explicit (pure-execution buyers, pre-product-market-fit startups, large enterprise) and name the sharpest universal disqualifier: buyers who want AI to replace strategic thinking rather than structure it.
What this might get wrongICPs not yet validated against real win/loss data; the recommended next step is to score the last five wins and five losses and check whether the score correlates.
03 Deploy
Two-ICP profile with a combined 30-second fit-scoring checklist for use before discovery calls.