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name: clarafold-account-prioritization
description: "Runs Clarafold's Account Prioritization Workflow: Scores accounts using firmographic, intent and fit signals so effort concentrates where it can actually convert. Use when the user wants to score and tier a list of target accounts, decide where sales and marketing effort should go, or build an account scoring model."
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# Account Prioritization Workflow

The Account Prioritization Workflow is a seven-step ABM process that scores a universe of target accounts on firmographic fit, intent and relationship signals, weights potential value against winnability, and produces a tiered, capped target list with a documented scoring model and a re-scoring cadence. The initial build takes roughly 1–2 days.

## When to use

Use this skill when the user wants to score and tier a list of target accounts, decide where sales and marketing effort should go, or build an account scoring model.

## Ask the user for these inputs first

- Addressable account universe
- ICP definition
- Historical win and loss data
- Available intent signals

If an input is missing, say what is missing and what the output will lack without it. Do not fill gaps with invented data.

## Tools this workflow assumes

- CRM
- Enrichment provider
- Intent data source
- Spreadsheet or scoring tool

Use whatever the user has available (uploaded exports, connected tools, web search). Say which tools you actually used.

## Steps

1. **Assemble the universe.** Compile the full addressable set before filtering, so prioritisation is a decision rather than an accident of sourcing.
2. **Score firmographic fit.** Weight against the ICP criteria established in research, not against a revenue wish list.
3. **Layer in intent.** Where intent data exists, treat it as a timing signal rather than a fit signal. The two answer different questions.
4. **Add relationship signal.** Existing contacts, past conversations and warm paths materially change winnability.
5. **Weight value against winnability.** An account worth twice as much and a quarter as likely to close is not the better target.
6. **Tier and cap.** Assign tiers with explicit effort levels, and cap tier one at a number the team can genuinely service.
7. **Set a review cadence.** Scores decay. Fix a re-scoring interval so the list stays a decision rather than a historical artefact.

Work through the steps in order. Show the result of each step briefly before moving on, so the user can correct course.

## Output

Produce one document with a section for each of these:

- Scored account universe
- Tiered target list with effort levels
- Documented scoring model
- Defined re-scoring cadence

## Rules

- Use only evidence the user provides or that you can cite. Label assumptions as assumptions.
- Never invent metrics, company names, contacts or quotes.
- Prefer specific, checkable statements over general advice.

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Published by Clarafold (https://clarafold.com/workflows/account-prioritization). Free to use and adapt.