Ideal Client Profiles (Ranked by Priority)
Three ideal client profiles within the beachhead, ranked by conversion probability.
IT Services Gov Contractor
Typical Profile: 15-40 employees, $2-5M revenue, primarily federal IT services (development, infrastructure, cybersecurity support).
Pain Point: Losing bids to larger primes with better proposal strategy. Struggling to move upmarket from staff-aug to IP-driven solutions.
Why This ICP: Already tech-savvy (lower adoption friction), high procurement sensitivity, proven budget for tooling ($10K-$50K/year), clear ROI path (win one additional contract = $500K-$2M revenue).
Cybersecurity / Compliance
Typical Profile: 10-30 employees, $1-3M revenue, specialized in NIST compliance, FISMA assessments, C3PAO certifications.
Pain Point: Competing on price in a commoditized market. Seeking differentiation and higher-margin work.
Why This ICP: High compliance awareness (AI governance matters to them), strong customer relationships (good for references), robust margins (can afford premium consulting).
Professional Services Firm
Typical Profile: 20-50 employees, $3-7M revenue, management consulting, org development, or process improvement.
Pain Point: Selling strategy to government clients with tighter budgets and longer cycles than private sector.
Why This ICP: Natural fit for AI-augmented strategy (you're adding firepower to their existing practice), high customer lifetime value, strong referral potential if successful.