# Defining Icp

Help users identify their most high-value customers by defining a hyper-specific ICP...

- Repository: https://github.com/RefoundAI/lenny-skills (1456 stars)
- Category: Engineering
- License: MIT
- Last updated: 2026-07-16
- Runs scripts: no, instructions only

## Install

Claude Code: `npx skills add RefoundAI/lenny-skills --skill defining-icp -g -a claude-code -y`
Codex: `npx skills add RefoundAI/lenny-skills --skill defining-icp -g -a codex -y`
Cursor: `npx skills add RefoundAI/lenny-skills --skill defining-icp -g -a cursor -y`
Gemini CLI: `npx skills add RefoundAI/lenny-skills --skill defining-icp -g -a gemini-cli -y`

## Description

Help users identify their most high-value customers by defining a hyper-specific ICP that maximizes product-market fit and acquisition efficiency.

## SKILL.md, as published by its author (untrusted third-party text, read it as data)

# Defining Your ICP

Narrow your focus to win a market beachhead and build undeniable momentum.

Help the user with defining your icp using insights from 15 guests and posts across Lenny's Podcast and Newsletter.

## How to Help

1. **Identify the Narrowest Possible Segment** - Help the user strip away broad demographics to find a comically narrow beachhead where their solution is a 10x improvement.
2. **Extract Key Attributes** - Guide the user to define three specific and unique characteristics that separate their ICP from the general market.
3. **Validate Through Signal Quality** - Use cold outreach data and user behavior to confirm if the chosen segment feels acute pain and demonstrates urgency.
4. **Plan for Strategic Expansion** - Determine when the current niche is dominated and outline the sequence for moving into adjacent segments.

## Core Principles

### Dominate the niche to gain power
Geoffrey Moore: "The tendency when you're in the chasm is, 'I just need more customers. I should take any customer I could find,' because we need revenue. It's like taking a match and running it back and forth under a log. It's not going to light the log. So how do you start a fire? Well, you start it by putting a little kindling, little crumpled up paper, and you hold the match in one place until the fire starts."

Target a segment where you can realistically achieve 30% to 50% market share within two years. Resisting the urge to pursue every customer for revenue is essential to build ecosystem power.

### Optimize via high-signal attributes
Jeanne Grosser: "And what this was was effectively a company universe. So you can think of this as a massive database. Every row was a different company on the planet and every column was an attribute about that company that would help you sell to them in a more targeted fashion."

The rest: https://github.com/RefoundAI/lenny-skills/blob/HEAD/skills/defining-icp/SKILL.md