Set your company context once, so you never restate your ICP

Why this is lesson three and not lesson thirty

Most people find company context in month two, after writing the same three paragraphs into forty different prompts. Every one of those forty is slightly different, which means your scoring is slightly different each time and you cannot compare two lists. Set it once, at the start, and every downstream tool inherits the same definition.

1. 1

   Open your workspace settings

   From the dashboard, open the workspace menu. You will see Members, Projects, Company, Credits, Labels and Settings. Company is the one you want.

2. 2

   Describe what you sell, in plain sentences

   Not a tagline. What the product does, what problem it removes, and what it costs roughly. A machine reading this needs to be able to tell a good fit from a bad one, and a tagline cannot do that.

3. 3

   Describe who buys it, and who does not

   The exclusions matter more than people expect. "We sell to logistics operators with their own fleet" is useful. "We do not sell to freight brokers who subcontract everything" is more useful, because it is the mistake the machine would otherwise make.

4. 4

   Name the trigger that makes someone buy

   The event or state that turns a company from a fit into a prospect. New warehouse, new compliance deadline, a competitor tool they are visibly unhappy with, a role they just started hiring for. This is what course 2.2 scores against.

5. 5

   Save, then check it reads back

   Read your own context as if you were a stranger being asked to sort a hundred companies with it. If two reasonable people would sort the list differently, it is still too vague.

A worked example, written properly

WHAT WE SELL
A B2B research platform that builds custom prospect lists from live sources rather than a static database. Teams use it when their ideal customer cannot be described with industry code, headcount and country filters. Priced on credits, from a free tier up to enterprise.

WHO BUYS IT
Revenue teams of 5 to 200 at B2B companies: founders doing their own outbound, heads of growth, RevOps, and lead generation agencies running lists for clients. Anyone whose target market lives in events, registries, directories, review sites or non English markets.

WHO DOES NOT
Recruiters sourcing candidates rather than companies. Consumer marketers. Companies whose entire ICP is US SaaS by headcount band, because a database filter serves them faster and cheaper.

WHAT MAKES SOMEONE A PROSPECT RATHER THAN A FIT
They already pay for a data tool and complain about coverage or freshness. They are hiring an SDR, a growth lead or a RevOps role. They exhibit at trade shows. They sell into a market no database covers well.