Crafting Ideal Client Personas (ICPs)
*This event is at capacity and no longer accepting registrations*
There is still space available at our next workshop, AI and Legal Work: https://luma.com/jn36av5e (use code ICP at checkout for a free ticket as a thank you for stopping by)
In this workshop, we will be discussing when to save money by using AI and when it's best to get a lawyer to review everything from contracts to LLC materials.
Crafting Ideal Client Personas
A practical workshop on using ICPs to make smarter sales and marketing decisions
📅 Friday, April 17, 2026
⏰ 3:00–4:00 PM PT
📍 Virtual (Zoom)
Most people create an ideal client persona… and then never actually use it.
They make a slide, give it a name, and move on.
But a strong ICP isn’t just a description.
It’s a decision-making tool.
Instead of trying to be everywhere, we’ll focus on how to choose the right places to show up and meet your buyers.
In this live, one-hour workshop, we’ll walk through how to build and actually use ideal client personas to decide where to spend your time across both sales and marketing.
This session is designed to be practical and grounded. You’ll see real examples, how to apply them, and where most people waste time.
What we’ll cover
1. What an ICP actually is (and what it isn’t)
Why most ICPs don’t work in practice
How to think about ICPs as a filter, not just a profile
How ICPs should guide decisions, not just describe a customer
2. Using ICPs to guide marketing decisions
How to decide which channels are worth your time
Why doing less often leads to better results
How to align your marketing with your actual capacity and strengths
Examples of what to lean into vs what to ignore
3. Using ICPs to guide sales and outbound
How ICP affects where and how you reach out
Choosing the right channels (LinkedIn, email, warm intros, etc.)
How to prioritize higher-quality opportunities
Where simple tools can help you scale without overcomplicating things
4. Aligning sales and marketing around one ICP
Why most teams misalign here
How to create consistency across messaging and outreach
What happens when marketing and sales are actually working from the same definition
5. Applying this as a founder or operator
Founder vs fractional vs early team use cases
How to make smart tradeoffs with limited time and resources
What to refine now vs later as your company grows
Who this is for
-Early-stage founders figuring out where to focus their efforts
-Fractionals and consultants supporting multiple companies
-Sales and marketing operators who want more clarity and less guesswork
What you’ll walk away with
-A clear, usable definition of your ideal client persona
-A better understanding of where to spend (and not spend) your time
-A practical way to align sales and marketing efforts
-More confidence in your decisions around outreach and growth
About the host
Kat Rucker is a fractional sales and marketing leader who helps founders build sustainable pipeline systems without hiring a full-time team. She works hands-on with early-stage companies across B2B and services, focusing on practical execution over theory.