Starting to design your puzzle piece, and wondering 'who am I designing this for'??

Your ideal client profile (ICP) will likely not look like the biggest players in your domain or category.

Or the ones you read about in the Wall Street Journal or TechCrunch.

Rather, look behind you.

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If you joined us recently, you might not have seen the “expertise S-curve”.​

The basic idea is everyone in your domain is on an expertise journey, learning as we go.

Given this, you’ll naturally be able to provide direct value to those traveling behind you on this path.

Why? Because they want to know what it’s like where you’ve been.

This could look like:

• Companies in your lane that are younger/smaller than your past employers or previous clients
• Larger companies that are spinning up a new arm into your domain and could use some timely advice
• If you took a company through [xyz problem] while they were in Series C, could you help a Series A or B company steer clear of the pitfalls you experienced

So who do you see in your rearview mirror?

Even if some of them seem small, the opportunities are larger than they appear.

💡

-Wes