How do you identify your ICP ideal client profile?

That is my question.

I consult with companies helping them with their sales practices, business development, and positioning.

One thing I noticed is that half the business development departments spend significant time on the lowest revenue generating categories or spending too much time on the hard to get clients.

After manually comparing and creating matrices on a per client basis, I used that data to build an analyzer.

Your answers to the question may help fine tune the analyzer to work with more than the current 15 industries.

What I find that works best is to compare historical data segmenting clients by categories and then identifying repetition, value size, referral potential, and cost of acquiring the customer.

Between these metrics, it’s becomes pretty clear how to manage the sales department.

Thank you for your time!