Targeting Hypothesis Sign-Off (Onboarding)

Targeting Hypothesis Sign-Off (Onboarding)

1. 01

   Write the targeting hypothesis as a falsifiable sentence before any list is built

   Format it as: we believe [role] at [company profile] will act because [trigger], measured against [reply or meeting threshold]. A hypothesis that cannot fail is a brief, not a test.

2. 02

   Name the trigger event and its recency window

   Funding rounds, job postings, tech installs, or site visits each decay at different speeds. Set the window in days and state why that window matches the client's buying cycle.

3. 03

   Map the qualification criteria to fields the tool can actually return

   Separate must-have filters (headcount band, geography, industry code) from scored signals (intent, hiring velocity). If a criterion has no data source, it belongs in the human review step, not the filter set.

4. 04

   Fix the scoring rubric and the disqualification rules in writing

   Define what makes a record a 1, 2, or 3 before the first export. Include explicit disqualifiers so delivery does not re-litigate fit on every batch.

5. 05

   Run a 50-record sample through the full pipeline and hand-score it

   Compare the tool's output against the rubric by hand. A sample that scores below 60 percent agreement means the filters, not the copy, need revision.

6. 06

   Confirm the client's CRM stage definitions match the handoff fields

   Pipeline-stage mismatches are the most common reason enriched lists stall after import. Align stage names and required fields with the client's actual sales motion before the first sync.

7. 07

   Get written client sign-off on hypothesis, rubric, and sample before scaling volume

   Sign-off converts the targeting framework into a documented deliverable the agency owns. Without it, the retainer reads as tool access plus labor.