Configuration

Configuration

Read .jobops/config.json. If missing, stop with:

JOBOPS NOT CONFIGURED Run /jobops:setup (then /jobops-ic:setup) to initialize your workspace.

Use config.directories.contractor_root for output paths in this skill. Use config.preferences.default_currency for pricing if applicable.

Arguments

Identifies potential B2B clients through intelligent discovery with 10-point B2B fit scoring and entry point mapping.

Input Options:

• <ideal-job-file>: Optional ideal job file from /idealjob
• --industry=X: Filter by industry
• --size=startup|mid|enterprise: Company size filter (startup: 1-50, mid: 50-500, enterprise: 500+)
• --location=X: Geographic filter
• --limit=N: Max prospects (default: 20, max: 50)

Output: {config.directories.contractor_root}/prospects/[Domain]_[YYYYMMDD].md (Domain = service category/industry, sanitized PascalCase)

---

Phase 1: Load Prerequisites and Build Targeting Profile

1.1 Check Service Definition Prerequisite

Search for {config.directories.contractor_root}/services/service_definition_*.md. If NOT found, stop with:

SERVICE DEFINITION REQUIRED
Run /defineservices first to create service catalog with ideal client profiles, pricing, and differentiation.

If multiple found, use most recent (latest date in filename).

1.2 Parse Service Definition

Extract from YAML: consultant, generated_on, version

Extract from markdown body:

• Services: name, category, ideal_client (industries, company_size, pain_points, decision_makers)
• Target Market: primary_markets, secondary_markets, avoid_markets, geographic_focus
• Differentiation: competitive_advantages, proof_points

1.3 Parse Command-Line Filters and Optional Ideal Job

Filters:

• --industry=X: Narrow to specified industry
• --size=startup|mid|enterprise: Filter by company size
• --location=X: Geographic constraint
• --limit=N: Default 20, max 50

If ideal job file provided ({{ARG1}} ends with .md): Extract: target industries, company size, location, tech stack, organizational characteristics

1.4 Consolidate Targeting Profile

Priority order: Command-line filters > Ideal job criteria > Service definition

Create merged targeting profile with industries, company sizes, geographic focus, pain points, decision makers.

---

Phase 2: Research Queries and Discovery Strategy

2.1 Generate 10-15 Web Search Queries

Create targeted queries using service-industry intersections:

Query Types:

1. Industry + Contractor: "[industry] companies hiring consultants 2025", "[industry] contractor jobs [location]"
2. Pain Point + Service: "[industry] [pain point] consulting RFP", "[industry] need for [service]"
3. Procurement: "[industry] vendor registration portal", "[industry] consulting spend"
4. Company Discovery: "top [industry] companies [location]", "[industry] digital transformation 2025"
5. Intermediaries: "[industry] consulting marketplaces", "[industry] staffing agencies"
6. Associations/Events: "[industry] association directory", "[industry] conference sponsors 2025"

Customize with current year (2025), location filter, target industries, and pain points.

Time Budget: ~6-8 minutes for 20 prospects (discovery 3-4min, B2B signals 2-3min, entry points 1-2min)

---

Phase 3: Discovery and B2B Signal Research

3.1 Execute Company Discovery

Run web searches to identify 30-50 candidate companies (will filter to limit after scoring).

Extract: Company name, industry, HQ location, size (employees/revenue), website, description

Prioritize sources: LinkedIn pages, industry directories, conference sponsors, government registries, transformation news

Quality filters: Exclude staffing agencies, individual consultants, <5 employees (unless startup filter)

3.2 Research 5 B2B Signal Types (30-60 sec per company)

1. Contractor History (25% weight)

• Search: "[company] consultant/contractor job postings", site:linkedin.com "[company] consultant", site:glassdoor.com "[company] contractor"
• Evidence: Job posts (recent = strong), Glassdoor contractor mentions, LinkedIn contractor profiles, vendor pages

2. Procurement Accessibility (20% weight)

• Search: "[company] vendor registration", "[company] supplier portal", "[company] small business program"
• Evidence: Vendor portals, small business programs, streamlined processes, RFPs

3. Domain Alignment (25% weight)

• Check: Industry match, pain point evidence (press releases, job postings, news), tech stack, initiatives
• Evidence: Press releases on relevant initiatives, job postings showing gaps, company website priorities

4. Size/Budget Fit (15% weight)

• Search: "[company] revenue/funding/employee count", site:linkedin.com "[company] employees"
• Evidence: Revenue (filings/news), funding rounds, employee count, consulting spend
• Budget capacity: Enterprise (500+): $50K-$500K+, Mid (100-500): $10K-$100K, Small (50-100): $5K-$25K, Startup (<50): <$10K

5. Geographic Match (15% weight)

• Check: HQ location, remote culture, multiple offices, international presence
• Evidence: Remote job postings, Glassdoor reviews on flexibility, distributed employee locations

3.3 Identify Entry Points (1-2 min for high-scoring prospects)

5 Entry Point Types:

1. Procurement Portals: URL, process (Open/Quarterly/Invite), requirements, ease
2. Warm Introductions: 2nd-degree LinkedIn connections, associations, alumni, former colleagues
3. Intermediaries: Staffing agencies serving client, consulting marketplaces
4. Decision-Makers: LinkedIn profiles matching ideal_client.decision_makers titles, accessibility
5. Content/Events: Conferences, guest posting, LinkedIn engagement, webinars

---

Phase 4: 10-Point B2B Fit Scoring

4.1 Scoring Formula

Total Score = (Contractor History x 0.25) + (Procurement Accessibility x 0.20) +
              (Domain Alignment x 0.25) + (Size/Budget Fit x 0.15) + (Geographic Match x 0.15)

Each factor: 0-10 points. Final: 0.0-10.0 (1 decimal)

Priority: HIGH (8-10): Active outreach | MEDIUM (5-7.9): Worth pursuing | LOW (1-4.9): Deprioritize

Confidence: HIGH (4+ factors with direct evidence) | MEDIUM (2-3 direct) | LOW (mostly inferred)

4.2 Factor Scoring Tables

Factor 1: Contractor History (25%)

Score	Evidence
10	Active program + job posts <3mo + positive Glassdoor
8-9	Job posts <6mo OR consulting spend in reports
6-7	LinkedIn contractors, job posts 6-12mo
4-5	Indirect (staffing mentions, industry norms)
2-3	Minimal, inferred from size (enterprise)
0-1	No evidence

Evidence: Job post URLs/dates, Glassdoor quotes, LinkedIn profiles, report citations. Confidence: HIGH (direct), MED (indirect), LOW (inferred)

Factor 2: Procurement Accessibility (20%)

Score	Evidence
10	Public portal + small biz program + streamlined
8-9	Portal exists + reasonable process
6-7	Contact identified + public process
4-5	General info, suggests openness
2-3	No public info, size suggests process
0-1	Closed network OR bureaucratic

Evidence: Portal URLs, policy docs, contacts. Red flags: "Approved only", excessive insurance, >6mo qualification

Factor 3: Domain Alignment (25%)

Score	Evidence
10	Perfect industry + active pain point + recent initiative
8-9	Target industry + strong pain point OR adjacent + perfect match
6-7	Industry + some pain point OR adjacent + good fit
4-5	Adjacent + transferable pain points
2-3	Weak alignment, speculative fit
0-1	Mismatch OR no pain point evidence

Sub-scoring: Industry match (+4 exact, +2 adjacent), Pain point (+3 exact, +2 job gaps, +1 reports), Service need (+3 direct, +2 strategic, +1 general)

Factor 4: Size/Budget Fit (15%)

Score	Evidence
10	1000+ employees + consulting spend >$1M/yr
8-9	500-1000 employees OR mid + $50M+ revenue
6-7	100-500 employees + $10M-$50M revenue
4-5	50-100 employees + funding/revenue
2-3	<50 employees + Series A+ funding
0-1	<20 employees, no budget indicators

Budget capacity: Enterprise $50K-$500K+, Mid $10K-$100K, Small $5K-$25K, Startup <$10K. Evidence: Revenue, employee count, funding, consulting spend

Factor 5: Geographic Match (15%)

Score	Evidence
10	HQ in target + remote-friendly confirmed
8-9	HQ in target OR remote + adjacent
6-7	National presence + remote option
4-5	Different geo + strong remote
2-3	Different geo, limited remote
0-1	Different geo + no remote (on-site)

Location filter scoring: HQ match +5, office +3, adjacent +2, remote national +2. Remote signals: Job posts +3, Glassdoor +2, policy +2

---

Phase 5: Prospect Report Generation

5.1 Sort and Filter

Sort by score (descending), group by priority. Limit to --limit (default 20). Target distribution (limit=20): HIGH 8-12, MEDIUM 6-10, LOW 0-2.

5.2 Report Structure

File: {config.directories.contractor_root}/prospects/[Domain]_[YYYYMMDD].md (domain = service category/industry, sanitized PascalCase)

YAML Frontmatter:

---
consultant: [Name]
service_definition: [Path]
generated_by: /findclient
generated_on: [ISO8601]
output_type: prospects
status: final
version: 1.0
search_criteria:
  industries: [List]
  company_sizes: [List or "All"]
  location: [Filter or "Global"]
  limit: [Number]
prospect_count:
  high_priority: [Count]
  medium_priority: [Count]
  low_priority: [Count]
  total: [Total]
---

5.3 Executive Summary

# Client Prospect Report: [Domain Focus]

**Generated:** [Date] | **Consultant:** [Name] | **Search Focus:** [Industries/services]

## Executive Summary

### Prospect Pipeline Overview
- **HIGH Priority (8-10)**: [X] companies - Active outreach recommended
- **MEDIUM Priority (5-7.9)**: [Y] companies - Worth pursuing with right introduction
- **LOW Priority (1-4.9)**: [Z] companies - Deprioritize

### Top 3 Opportunities
1. **[Company 1]** ([X.X]/10) - [One-line value prop]
2. **[Company 2]** ([X.X]/10) - [One-line value prop]
3. **[Company 3]** ([X.X]/10) - [One-line value prop]

### Market Intelligence
- [Market receptiveness finding]
- [Common pain points]
- [Entry point patterns]

### Recommended Next Steps
1. [Immediate action for top prospect]
2. [High-priority group strategy]
3. [Pipeline development]

5.4 HIGH Priority Format (Full Detail for ALL)

## [Company Name]

**B2B Fit Score: [X.X]/10** HIGH PRIORITY

### Company Overview
**Industry:** [Industry] | **Size:** [Employees] employees | [Revenue] | **HQ:** [City, Province, Country] | **Website:** [URL]

### B2B Fit Scoring Breakdown

| Factor | Score | Weight | Contribution | Evidence Quality |
|--------|-------|--------|--------------|------------------|
| Contractor History | [X]/10 | 25% | [X.XX] | [HIGH/MED/LOW] |
| Procurement Access | [X]/10 | 20% | [X.XX] | [HIGH/MED/LOW] |
| Domain Alignment | [X]/10 | 25% | [X.XX] | [HIGH/MED/LOW] |
| Size/Budget Fit | [X]/10 | 15% | [X.XX] | [HIGH/MED/LOW] |
| Geographic Match | [X]/10 | 15% | [X.XX] | [HIGH/MED/LOW] |
| **TOTAL** | **[X.X]/10** | 100% | **[X.XX]** | **[HIGH/MED/LOW]** |

**Overall Confidence:** [HIGH/MED/LOW] - [Rationale]

### Score Rationale
[2-3 sentences explaining score, highlighting strongest factors]

### Service Alignment
| Service | Fit | Evidence |
|---------|-----|----------|
| [Service 1] | HIGH/MED/LOW | [Specific need evidence] |

**Primary Value Prop:** [Service-specific value prop]

### Entry Points & Outreach
#### Entry Point 1: [Type]
**Access:** [URL/method] | **Process:** [Steps/timeline] | **Ease:** [EASY/MOD/COMPLEX] | **Notes:** [Details]

#### Entry Point 2-3: [Repeat format]

### Recommended Outreach
**Priority:** [IMMEDIATE/THIS WEEK/THIS MONTH]

**Steps:**
1. [Action 1]
2. [Action 2]
3. [Action 3]

**Pitch:** Lead with [pain point], emphasize [advantage], highlight [proof points]

**Estimated Value:** [Engagement type], [project size], [timeline]

### Evidence & Sources
**Contractor History:** [Source URLs/quotes]
**Procurement:** [Source URLs]
**Domain:** [Source URLs]
**Budget:** [Source data]
**Geographic:** [Source data]

### Red Flags
[Concerns or "None identified"]

5.5 MEDIUM Priority Format (Condensed)

## [Company Name]

**B2B Fit Score: [X.X]/10** MEDIUM PRIORITY

**Industry:** [Industry] | **Size:** [Employees] | **Location:** [City, Province]

**Why Medium:** [1-2 sentences on strengths/weaknesses]

**Scoring:** Contractor [X]/10, Procurement [X]/10, Domain [X]/10, Budget [X]/10, Geographic [X]/10

**Service Fit:** [Service] - [Brief evidence] | **Value Prop:** [One sentence]

**Entry Points:** 1. [Type]: [Brief] - Ease: [EASY/MOD/COMPLEX] | 2. [Type]: [Brief] - Ease: [EASY/MOD/COMPLEX]

**Outreach:** When: [Condition] | Approach: [1-2 sentences]

**Key Source:** [URL]

5.6 LOW Priority Format (Table)

## Low Priority Prospects (1-4.9)

| Company | Score | Industry | Location | Key Gap |
|---------|-------|----------|----------|---------|
| [Co 1] | [X.X]/10 | [Ind] | [Loc] | [Reason] |

**Common issues:** [Pattern]

5.7 Market Intelligence & Action Plan

## Market Intelligence

**[Industry 1]:** Contractor receptiveness: [H/M/L], Pain points: [List], Engagement: [Type], Procurement: [Open/Mod/Restrictive]

**Entry Points:** [Type] - [X]% ([X] companies) | [Most challenging]: [Type] - [X] companies

**Geographic:** [X]% remote-friendly, Clusters: [Regions]

**Budget:** Enterprise ([X]): $[range], Mid ([X]): $[range]

## Recommended Action Plan

**Immediate (This Week):**
1. [Company 1] - [Action]
2. [Company 2] - [Action]
3. [Company 3] - [Action]

**Short-Term (This Month):** Warm intros: [Actions], Content: [Actions], Procurement: [Actions]

**Medium-Term (Next Quarter):** MEDIUM cultivation: [Actions], Positioning: [Actions]

**Long-Term:** Market expansion: [Recommendations], Differentiation: [Recommendations]

## Appendix: Methodology

**Service Definition:** [Path] v[X] ([Date]), [X] services
**Search:** [X] queries, [Sources], ~[X] minutes
**Scoring:** 5-factor weighted (Contractor 25%, Procurement 20%, Domain 25%, Budget 15%, Geographic 15%)
**Limitations:** Public info only, point-in-time, domain scoring subjective, [evidence gaps]
**Follow-Up Checklist:** [ ] Verify contacts, [ ] Recent news, [ ] Mutual connections, [ ] Job postings, [ ] Events

**Generated:** [ISO8601] | **Command:** /findclient [args] | **Next Update:** [Date +3mo]

---

Phase 6: Save and Summarize

6.1 Save Report

Save to: {config.directories.contractor_root}/prospects/[Domain]_[YYYYMMDD].md (domain = service category/industry, sanitized PascalCase). Create directory if needed: mkdir -p {config.directories.contractor_root}/prospects

6.2 Console Summary

CLIENT PROSPECT RESEARCH COMPLETE

**Output:** {config.directories.contractor_root}/prospects/[Domain]_[Date].md

**Pipeline:** HIGH (8-10): [X] | MEDIUM (5-7.9): [Y] | LOW (1-4.9): [Z]

**Top 3:** 1. [Co1] ([Score]/10) - [Industry] - [Entry] | 2. [Co2] ... | 3. [Co3] ...

**Market Highlights:** [3 key findings]

**Immediate Actions:** [3 specific actions for top prospects]

**Research:** [X] companies, [Y] searches, ~[Z] min, Evidence: [H/M/L]

**Next:** Review report -> Prioritize top 3 -> Prepare pitches -> Execute strategies -> Quarterly refresh
**Note:** Point-in-time research. Validate before outreach.

---

Error Handling

No Service Definition: Stop with message to run /defineservices first

No Prospects: Suggest broaden criteria, remove filters, review ideal_client profiles, try adjacent industries/regions, use association directories/conferences/LinkedIn Navigator

All Low Priority: Note quality concern, suggest review MEDIUM prospects, expand industries, adjust size targets, build credibility first, consider intermediaries

Web Failures: Note confidence reduced, mark LOW quality, recommend manual validation, suggest paid databases

Invalid Filters: Display valid options (size: startup|mid|enterprise)

Limit Too High: Adjust to 50 max, note 15-20min time, suggest multiple runs or focused industry

---

Usage Examples

1. Basic: /findclient -> Uses service def, all services, global, limit 20
2. Industry: /findclient --industry="Commercial Real Estate" -> CRE only
3. Enterprise + Location: /findclient --size=enterprise --location="Toronto" --limit=15 -> 500+ employees, Toronto
4. Ideal Job: /findclient {config.directories.job_postings}/IdealJob_Synthetic_20251201.md --limit=25 -> Merges criteria
5. Comprehensive: /findclient --limit=50 -> All industries, max limit, 15-20min
6. Startups: /findclient --size=startup --industry="AI/ML" --limit=30 -> 1-50 employees, AI/ML

---

Important Notes

Ethics: Public info only, no private data, respect privacy, point-in-time, probabilistic scoring

Evidence: HIGH (job posts/portals/reports/press), MED (Glassdoor/LinkedIn/industry reports), LOW (size/industry norms/estimates)

Scoring: Systematic, weighted (contractor+domain=50%), evidence-based, transparent. Subjectivity: domain matching, budget estimates, entry ease

Pre-Outreach: Fresh news (30 days), verify contact role, confirm warm intro, check portal updates

Quarterly Refresh: Run same command every 3mo to track trigger events, procurement cycles, decision-maker changes, market shifts

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Now executing client discovery research...