New business
The Prospect Read
Run it when: you want a meeting with a business you don’t work for yet.
A credentials deck is about you. A Score is about them. Opening with the prospect’s own moments, in your brand, gives the first meeting something real to talk about.
The signal
A prospect in a market you know, where AI names a rival at the moments that make money.
What the client seesTheir own moment map, in your brand.
The re-readAfter the first fix ships, if they sign.
The play, step by step.
It starts with a Score read and ends with a re-read.
- Pick the market and the services you sell, and let Radar shortlist businesses AI rarely picks at their buyers’ moments.
- Run a co-branded Score on one prospect. Read it yourself before anyone sends anything.
- Find the one moment where a named rival gets picked and the prospect doesn’t, and work out why: missing answer, missing proof, or no reason to prefer them.
- Draft the pitch from that moment, not from your capabilities. Name the fix, the rung it lives on and what you’d re-read in 90 days.
- Send the Score with a short note in your own words. Ask for a reply, not a meeting.
The playbooks it needs
The how-tos inside it
The trap
Leading with the total. A prospect hears “you scored 18” as an insult. Lead with one moment they recognise.