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LexFuel > ICP Leakage (sorry)

Morning all,

One point of reflection this week: the market is so damn big. It's dangerously easy to get distracted by shiny new geographies, sectors, buyer types—private practice, in-house, public sector, you name it.

As someone who flirts with a touch of ADHD, the next new thing is often too delicious to ignore.

Then, 8 weeks later, I’m sat wondering why I tried selling matter management to a law firm in the Channel Islands. (Yes, that actually happened. I wish it hadn’t.)

In one of my roles as a fractional CRO for a LegalTech company, this distraction shows up in a big way. Leadership reviews pipeline vs. ACV, and occasionally... I don’t have a solid answer. Because truthfully, the deals I’ve chased haven’t always been aligned with our ICP.

So this week I’ve put a real effort into tightening up our targeting. If you’ve had those 3am sweats wondering whether you’re going after the right clients, maybe this will help:

Here’s our refined ICP focus:

✅ Primary Markets: Australia (Oz) and EMEA✅ Revenue Threshold: $750M+✅ Team Size: 10,000+ employees✅ Buyer Profiles: General Counsel, Head of Legal Ops, Legal Transformation leads

To help generate these accounts, I use Apollo. It’s… fine. (They’ve recently been slapped by LinkedIn, so let’s see what happens to data quality.)

And while "buying intent" platforms sound great, I’m increasingly convinced they’re a distraction. We’re moving toward building a Dream 100 account list and sticking with it. Less spray and pray, more aim.

Seems obvious, right? But with the day-to-day chaos, the constant LinkedIn noise, and another LegalTech startup raising $50 million, it all plays with your subconscious.

It makes you question: am I even targeting the right lawyer, at the right company, with the right message?

Anyway—hope that helps. Stay the course, and good luck out there.It’s wild outside the comfort of the coffee shop I’m writing this from.

Much love,Rob

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