---
title: Prepare your audience | Lightfield
description: Prepare targeting knowledge, lists and scoring for outreach.
---

Give the agent your ideal customer profile (ICP), buyer description and reason for reaching out. For one small list of existing contacts, provide these directly in chat and [build a sequence](/help/sequences/build-a-sequence/index.md). Use this walkthrough for shared targeting guidance and recurring prospecting.

## Requirements for this walkthrough

Sequences alone do not include every step below. Target lists and automations are on Pro, Growth and Enterprise. Structured prospecting to find new accounts and contacts is on Growth and Enterprise. Owners and admins maintain Workspace knowledge and create automations.

If you are contacting people already in your CRM, skip the prospecting and recurring scoring setup and [build a sequence](/help/sequences/build-a-sequence/index.md) from that list. Check [Usage](/help/settings/usage/index.md) before running research or scoring across a large list.

## Part 1: your knowledge base

This walkthrough stores outbound context in a Knowledge folder named **APG** in workspace [Knowledge](https://crm.lightfield.app/crm/knowledge), separate from the rest of your knowledge, so you can update targeting and messaging often without disturbing what the rest of your CRM relies on. You don’t create it by hand: step 1 creates it.

### If you have little closed-deal history

Give the agent named best-fit customers, known losses and positioning documents. Ask for an initial hypothesis and have it identify gaps in the evidence. Review the targeting after your first outreach results.

### Step 1: Build your ICP

In chat, type `build my ICP`.

The agent reviews won, lost and churned deals alongside company information and a sample of lost-deal email and call history.

It writes these files to the APG folder:

| File               | What’s in it                                                                                                             |
| ------------------ | ------------------------------------------------------------------------------------------------------------------------ |
| `icp.md`           | Verticals, size and funding bands, incumbent tools you displace, trigger events                                          |
| `buyer-persona.md` | Winning titles and seniority, persona by company size, and the persona mistakes that predicted losses                    |
| `anti-icp.md`      | Who not to sell to, real loss reasons, recurring feature gaps, who beats you                                             |
| `win-loss.md`      | Conversion patterns, a prior-tool index, a persona index, and which CRM fields were too sparse to conclude anything from |
| `index.md`         | The lookup hub the other files hang off                                                                                  |

Review all five files, especially the reasons to exclude a company in `anti-icp.md`. Correct unsupported conclusions and missing evidence before using the profile.

### Feed it more than your CRM

Your CRM knows what you sold and to whom. It doesn’t know the value proposition you shipped last month, the market you’re moving into, or the objection your reps started hearing recently. Tell the agent in chat to update the APG folder, then paste the context or attach the file:

- Updated decks and positioning
- Competitive intel and objection handling
- A market you’re moving into that your deal history doesn’t represent yet
- Named accounts or segments you want treated as priorities

### Step 2: Build your scoring rubric

Type `build my scoring rubric`. The agent proposes a 0–100 account score and signal catalog, then asks about:

1. **Strategic factors beyond fit**, such as logo prestige, geography, partner-ecosystem fit or public-company status.
2. **Fit versus timing**: how much fresh trigger events count against baseline fit. A split such as 70/30 favors accounts that look right; 50/50 favors accounts that look ready. If you’re unsure, start closer to fit and weight timing more once you trust your signals.

It writes two more files:

- `scoring-rubric.md`: dimensions across three pillars (ICP fit, outbound timing, strategic), with weights summing to 100 and bands at A 80+, B 60 to 79, C 40 to 59, D below 40.
- `signals.md`: labels that can attach to accounts (recently funded, hiring spike, leadership change) and the buyer pain each implies. That pain mapping tells your copy what to lead with.

If you add something substantial to the folder later, ask the agent to refresh your scoring rubric.

### More than one market

You don’t need a second folder. Your verticals sit inside the ICP as ranked buckets, each with its own weight in the rubric. Where two markets have genuinely different buyers and loss patterns, say so when step 2 asks its questions. Then keep a separate target list for each market and sequence each with its own angle.

### Changing things later

When positioning shifts or you learn something new about who buys, change it in the knowledge base, then re-score and let new sequences inherit it. Don’t hand-edit scores or patch one sequence to work around a stale knowledge base; every future sequence would inherit the stale version.

| What changed                       | Where to change it                 |
| ---------------------------------- | ---------------------------------- |
| Who your ideal customer is         | `icp.md`, by re-running step 1     |
| Who the buyer is inside an account | `buyer-persona.md`                 |
| What disqualifies an account       | `anti-icp.md`                      |
| How accounts get prioritized       | `scoring-rubric.md`, then re-score |
| What signals you act on            | `signals.md`                       |

## Part 2: your target list

You need this only to reach companies that aren’t in your CRM. If you haven’t used up your warm plays yet, start there; they work without any of this, and faster. See the [Outbound playbook](/help/sequences/playbook/index.md).

### Choose a manageable list

Some companies will not fit, and some contacts will have unusable addresses. Start with a list you can review and support with your available sending capacity before expanding.

### Step 3: Find companies

Type `find target accounts`. The agent asks two things:

- **How many.** Ask for 200 to 500 for a first list. If you don’t give a number, it finds a small batch. Lightfield screens a wider pool before creating accounts, so this takes a while.
- **What to call the list.** Pick a name you’ll recognize in three months. Every later step asks which list to use.

Lightfield screens out obvious mismatches using `anti-icp.md` and deliberately keeps borderline companies: you can review and remove a low-ranking company after scoring instead of excluding a possible fit too early. The list appears under **Demand** in the sidebar as a target list. See [Target accounts](/help/target-accounts/index.md) for what it shows and what to do if a list isn’t showing as a target list.

When it finishes, read what it rejected and why. If it threw out companies you’d have kept, or kept ones you’d have cut, adjust your ICP now. This is the cheapest moment to find out.

### Step 4: Set up scoring

Type `create the score prospect account automation`.

This creates the **Score prospect account** automation, which scores one account against your rubric and records a score out of 100, signal labels and a short written rationale on the account. It’s saved as a draft. Test run it on one account, check the output, then activate it. Step 5 can’t use a draft.

### Step 5: Score the list

Type `score the target account list` and name the list. Scoring runs in three stages so you can catch a broken rubric before it runs hundreds of times:

1. **One account.** Read the score and the rationale. Does it match your own read of that company? If not, fix your rubric before continuing.
2. **The next ten.** Look at the spread. If everything lands between 70 and 75, your rubric isn’t telling companies apart. Go back to step 2 and put more weight on fewer things.
3. **The rest**, in batches of 100.

If the rationale leans on a field you don’t trust, that field is the problem. If it reasons correctly from a premise you disagree with, your ICP is the problem. Fix the rubric and re-score rather than adjusting individual accounts.

### Step 6: Set up people-finding

Type `create the find contacts automation`.

This creates the **Find contacts for account** automation, which finds the people at one account who best match your buyer persona (about five) and adds them as contacts on that account. It’s also saved as a draft. Test it, then activate it before you go on. Step 7 needs this automation to be active.

### Step 7: Find the people

Type `find target contacts`. The agent asks which scored list to work from and what score threshold to use, for example accounts scoring 70 or more. If some accounts are unscored, it asks whether to score them first, include them or skip them; nothing is silently dropped. Before it starts a large number of runs, it tells you how many and asks you to confirm.

The contacts it creates are linked to their accounts and collected into a contact list, ready to enroll.

Review each contact’s relevance before enrolling. Contacting several people at one company needs a reason for each message.

### Before you write anything: verify reach

Ask the agent to run a verification pass across your contact list to confirm email addresses and LinkedIn profiles. Never enroll a list you haven’t verified. Lightfield checks addresses again when contacts are enrolled and before each send, but a clean list protects your sending reputation from the start.

Coverage is usually best when the list was built through the steps above. A raw list imported from elsewhere usually comes back thinner.

## Before you start sending

Review the ICP, scoring rationale and contact list. Confirm both automations are tested and active, and verify the addresses before enrollment. Then [prepare your senders](/help/sequences/prepare-senders/index.md) and [build a sequence](/help/sequences/build-a-sequence/index.md).