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title: How to build your ICP
tags: [A2, ' Prospecting']

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tags: A2, Prospecting
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# How to build your ICP

Most companies you work for will probably already have defined an ICP, as this happens early on in the lifecycle of a company.

However, being new to a job or launching a new customer vertical (from a different industry for example), you may find yourself in the position where you don't have an ICP, and you need to prioritize which companies, people, or leads to call. In this case, knowing how to create an ICP comes in handy 🙂

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## Crafting your ICP
The best way to develop an accurate ICP is to compare and analyze existing customers who are getting immense value from your solution.

First, identify those who are not just using your product, but who love the product and are getting more value from it than your average user. Then you analyze them to find what they have in common. 

Here is the process in a nutshell:
1. Find your list of customers
2. Identify those with the highest LTV and satisfaction rate (how much revenue they've generated for your company).
3. Find patterns these companies have in common
    - Firmographic data: Company size, revenue, industry etc.
    - Environmental data: Tech stack, processes, vendor partnerships
    - Behavioural data: interaction with your content or team, time to close the sale.
5. Craft your ICP based off this data


We love this explanation from Bonfire marketing 👇

:::warning
*Note: Account-based marketing (ABM) is a business marketing strategy that concentrates resources on a set of target accounts within a market. Marketing and Sales collaborate to create personalized campaigns designed to engage each account, basing the marketing message on the specific attributes and needs of the account.*
:::



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