--- name: pre-client description: Pre-sales intelligence system. Ingests incoming emails, analyzes sender context, clusters related conversations, detects business opportunities, builds relationship timelines, and surfaces high-potential prospects for outreach. --- # Pre-Client Identity Skill ## Overview The Pre-Client Identity Skill is the **incoming lead intelligence engine**. It: - Ingests and analyzes incoming emails automatically - Extracts sender company, role, and background - Clusters related messages into conversation threads - Detects buying signals and business problems - Builds relationship timelines for each prospect - Surfaces high-potential opportunities for follow-up Think of it as an AI that watches your inbox and alerts you when someone valuable walks in the door. ## Core Capabilities ### 1. Email Ingestion & Analysis **What it captures:** ``` FROM SENDER: - Name and email address - Company name (extracted from email domain or signature) - Job title/role - Reporting to (if mentioned) - Company size (estimated) - Phone number (if provided) - LinkedIn URL (if signature includes) - Location/timezone FROM EMAIL CONTENT: - Subject line (intent signal) - Body text (problem statement) - Attachments (RFP, proposal, documentation) - Links clicked (if tracking enabled) - Email tone (formal, casual, urgent, desperate) FROM EMAIL METADATA: - Date received - Time of day sent (weekend? off-hours?) - Reply time (how quickly they respond) - Response rate (how many emails before reply) - Thread history (how long have they been in conversation) EXAMPLE EMAIL ANALYSIS: From: sarah.chen@techstartup.io Subject: "Looking for better project management solution" SENDER PROFILE: - Name: Sarah Chen - Company: TechStartup Inc (estimated 25-50 people) - Role: Operations Manager - Location: San Francisco, CA (timezone: PST) - LinkedIn: linkedin.com/in/sarahchen - Phone: Not provided EMAIL CONTENT: - Intent: Looking for solution (high intent signal) - Problem: Current project management tool isn't meeting needs - Pain points: Visibility, team collaboration, reporting - Budget indicator: Not mentioned - Timeline: "Looking to migrate Q1 2026" - Current solution: Using Monday.com - Dissatisfaction level: MODERATE (considering switch) EMAIL TONE: - Professional, respectful - Not urgent or desperate - Exploratory (gathering information) - Open to solutions (receptive) CONTEXT: - Email sent Tuesday 9 AM (business hours) - Took 2 hours to respond (attentive) - First email in thread - No attachments SCORING: - Fit score: 8/10 (perfect ICP match) - Intent score: 7/10 (genuine interest, not urgent) - Budget score: 5/10 (not mentioned, mid-market likely) - Timeline score: 8/10 (Q1 2026 is soon) - Response likelihood: 85% (warm prospect) ``` ### 2. Thread Clustering & Organization **Automatic conversation grouping:** ``` CLUSTERING ALGORITHM: Groups emails into conversations based on: 1. Same sender + same company 2. Same topic/problem domain 3. Time proximity (within 2 weeks suggests related) 4. Reply-to-reply chains (email threading) EXAMPLE CLUSTERED THREAD: Conversation ID: SARAH_CHEN_PROJECT_MGMT_001 Email 1 (Nov 15, 9:02 AM): From: sarah.chen@techstartup.io Subject: "Looking for better project management solution" [Initial inquiry] Email 2 (Nov 15, 2:15 PM): From: sarah.chen@techstartup.io Subject: "RE: Looking for better project management solution" [Follow-up with more details] Email 3 (Nov 16, 10:30 AM): From: sarah.chen@techstartup.io Subject: "RE: Pricing and implementation timeline?" [Asking about pricing and timeline] Email 4 (Nov 18, 3:45 PM): From: john.smith@techstartup.io (copied from email 3) Subject: "RE: Pricing and implementation timeline?" [CTO added to conversation - buying committee expanding] THREAD SUMMARY: - Duration: 3 days (active conversation) - Participants: 2 (Sarah + John) - Message count: 4 - Response time avg: 18 hours - Engagement level: HIGH - Buying committee growing: YES (CTO added) OPPORTUNITY ASSESSMENT: - This is a REAL opportunity (not just browsing) - Buying committee forming (good sign) - Timeline moving fast (3 days) - Next step probability: 65% ``` ### 3. Buying Signals Detection **Identifies high-intent indicators:** ``` TIER 1: HIGHEST INTENT (Act immediately) Signal: "We need to migrate by Q1" Signal: "We've allocated budget for this" Signal: "We're evaluating vendors this month" Signal: "Your solution solves problem X that's costing us $Y" Signal: "When can you start implementation?" Signal: "Can you do a demo tomorrow?" Action: Schedule call immediately TIER 2: HIGH INTENT (Respond within hours) Signal: "We're looking for a solution like yours" Signal: "Our current tool doesn't support feature X" Signal: "How much does this cost?" Signal: "Can you send pricing and case studies?" Signal: "Tell me more about your solution" Signal: "Does this integrate with [their tools]?" Action: Respond with valuable information TIER 3: MODERATE INTENT (Follow up within 24 hours) Signal: "We might be interested in the future" Signal: "Just exploring options" Signal: "Can you add me to your mailing list?" Signal: "Do you have any case studies?" Signal: "What's your free trial period?" Action: Provide resources, nurture TIER 4: LOW INTENT (Add to nurture sequence) Signal: "Just curious what you do" Signal: "We're not looking to change right now" Signal: "Can I learn more about your company?" Signal: "Interesting product, thanks for sharing" Action: Long-term nurture, stay in touch EXAMPLE SIGNALS IN CONTEXT: Email: "We have budget allocated for this in Q1" Tier: 1 (HIGHEST) Reasoning: Budget allocated = money reserved Action: Call them before competitors do Email: "How long is your implementation timeline?" Tier: 1-2 (HIGH) Reasoning: Specific implementation question = ready to execute Action: Provide detailed timeline, case study Email: "Can you send us pricing?" Tier: 2 (HIGH) Reasoning: Asking about price = considering buying Action: Send pricing + case study showing ROI Email: "What do you charge?" Tier: 2-3 (MODERATE-HIGH) Reasoning: Price question, but phrased casually Action: Respond quickly with pricing framework Email: "Just browsing your website" Tier: 4 (LOW) Reasoning: No specific problem mentioned Action: Add to nurture, wait for signal ``` ### 4. Business Problem Detection **Identifies pain points and opportunity triggers:** ``` OPPORTUNITY TYPES: 1. TOOL REPLACEMENT Signal: "Our current [tool] isn't meeting our needs" Problem: Existing solution inadequate Opportunity: Replace with your solution Timeline: Usually 4-8 weeks Approach: Comparison guide, migration support Example: "We use Monday.com but it doesn't support our workflow" → You have project management solution → Create comparison: Monday.com vs. Your tool → Highlight features they specifically need → Timeline: Could migrate in Q1 2. PROCESS PAIN Signal: "We're struggling with [process]" Problem: Manual process, inefficiency Opportunity: Automate with your solution Timeline: Depends on complexity Approach: ROI calculator, process improvement plan Example: "We spend 20 hours/week on manual status reports" → Your solution automates reporting → Calculate time savings: 20 hrs/week × 50 weeks = 1,000 hrs = $50k/year → ROI: Huge → Timeline: 30-60 days 3. GROWTH BLOCKER Signal: "We can't scale because [reason]" Problem: Current setup can't support growth Opportunity: Enable growth with your solution Timeline: Urgent (growth is happening now) Approach: Growth strategy, capacity planning Example: "We can't onboard more clients because we can't manage them" → Your solution supports unlimited clients → Calculate revenue impact: Each client = $10k/year → For every 10 clients: $100k new revenue → Timeline: URGENT - do this month 4. COMPETITIVE THREAT Signal: "Competitor X has feature Y" Problem: Falling behind in market Opportunity: Close gap with your solution Timeline: Medium urgency Approach: Competitive comparison, feature roadmap Example: "Competitor is offering integration we don't have" → Your solution has that integration → Risk: Losing customers to competitor → Timeline: 6-8 weeks to close gap 5. TEAM/WORKFLOW IMPROVEMENT Signal: "Our team would work better if [feature]" Problem: Suboptimal workflows Opportunity: Improve team productivity with your solution Timeline: Medium term Approach: Workflow assessment, ROI analysis Example: "Our team spends too much time in meetings coordinating" → Your solution has better collaboration features → Benefit: Fewer meetings, more focus time → Productivity gain: 5 hours/person/week = $10k/year for 10 people ``` ### 5. Relationship Timeline Building **Constructs prospect journey:** ``` TIMELINE EXAMPLE: Sarah Chen (TechStartup Inc) STAGE 1: AWARENESS (Nov 15, 9 AM) Event: Email received Content: "Looking for better project management solution" Status: New prospect discovered Action: Add to tracking STAGE 2: INITIAL RESEARCH (Nov 15, 9 AM - 2 PM) Event: Multiple emails in quick succession Content: Asking detailed questions about features Status: Active research Intent: Medium-High Action: Respond with valuable resources STAGE 3: BUYING COMMITTEE FORMATION (Nov 16, 10 AM) Event: CTO (John Smith) added to conversation Content: Technical questions about integration, security Status: Moving toward decision Intent: High Signal: Multiple decision-makers involved = serious STAGE 4: EVALUATION PHASE (Nov 16 - 20) Event: Requesting demo, technical documentation Content: Specific questions about implementation Status: In evaluation phase Timeline: "Looking to migrate Q1 2026" Action: Schedule demo, provide case studies STAGE 5: PROPOSAL/NEGOTIATION (Expected Nov 20-30) Prediction: Based on engagement velocity Content: Would include pricing discussions, requirements confirmation Status: Likely approaching proposal stage Action: Prepare proposal, service level agreements TIMELINE VISUALIZATION: Nov 15 (Day 1) │ Sarah initial inquiry │ ├─ 9 AM: First email │ └─ 2 PM: Follow-up email │ Nov 16 (Day 2) │ Research & committee │ ├─ 10 AM: CTO joins (signal: serious buyer) │ └─ 3 PM: Technical questions │ Nov 18 (Day 3) │ Evaluation │ └─ Demo request expected Nov 20 (Day 5) │ Proposal phase expected Q1 2026 (Implementation window mentioned) │ Expected implementation timeline ENGAGEMENT METRICS: - Response time: 12-18 hours (very attentive) - Message frequency: 4 emails in 5 days (active) - Buying committee: Expanding (2 people → likely more) - Specificity: Very specific about needs (serious) - Timeline: Concrete (Q1 2026) CONVERSION PROBABILITY: 60-75% Based on: High engagement, buying committee, concrete timeline Confidence: HIGH RECOMMENDED ACTIONS: 1. TODAY: Send personalized welcome + case studies 2. TOMORROW: Offer 15-min discovery call 3. THIS WEEK: Share technical documentation + demo 4. NEXT WEEK: Proposal + pricing discussion 5. WEEK 3: Contract review + implementation planning ``` ### 6. Opportunity Surfacing **Highlights high-potential leads:** ``` OPPORTUNITY SCORING SYSTEM: Each prospect gets a composite score (0-100): FIT SCORE (30%): - Are they in your ICP (ideal customer profile)? - Company size match: +25 - Industry match: +25 - Role/title match: +20 - Budget capacity: +20 - Timeline alignment: +10 Score example: Sarah Chen = 28/30 (92%) INTENT SCORE (40%): - How serious are they? - Explicit problem mentioned: +25 - Asking about pricing: +20 - Requesting demo: +20 - Budget allocated: +20 - Concrete timeline: +15 Score example: Sarah Chen = 32/40 (80%) ENGAGEMENT SCORE (20%): - How active are they? - Response time (fast = high): +20 - Message frequency: +15 - Buying committee growth: +20 - Email specificity: +15 Score example: Sarah Chen = 18/20 (90%) TIMELINE SCORE (10%): - How soon do they need this? - Q1 2026 = +10 (6 weeks away, urgent) - "Soon" = +7 (vague, medium urgency) - "Someday" = +3 (low urgency) Score example: Sarah Chen = 10/10 (100%) COMPOSITE SCORE CALCULATION: - Fit: 28/30 × 30% = 28 points - Intent: 32/40 × 40% = 32 points - Engagement: 18/20 × 20% = 18 points - Timeline: 10/10 × 10% = 10 points TOTAL: 88/100 (EXCELLENT opportunity) OPPORTUNITY RANKING: TIER 1 (85-100): ACT IMMEDIATELY - Sarah Chen (TechStartup Inc): 88/100 Action: Call today, offer same-day demo Expected close: 60-75% Expected value: $50k-150k/year TIER 2 (70-84): RESPOND WITHIN 24 HOURS - John Doe (FinanceInc): 78/100 Action: Personalized email + case study Expected close: 40-50% Expected value: $20k-50k/year TIER 3 (55-69): RESPOND WITHIN 48 HOURS - Lisa Brown (MediaCorp): 62/100 Action: Informational resources Expected close: 20-30% Expected value: $10k-30k/year TIER 4 (<55): ADD TO NURTURE SEQUENCE - Various low-intent: <55/100 Action: Automated nurture email sequence Expected close: 5-10% Expected value: Variable ``` ### 7. Prospect Enrichment **Gathers additional context:** ``` DATA ENRICHMENT SOURCES: - LinkedIn (company size, employees, industries) - Crunchbase (funding, investors, acquisition history) - Google search (company website, news, social media) - Industry databases (Dun & Bradstreet equivalent) - Email metadata (company tech stack) - Previous interactions (past emails, website visits) ENRICHMENT RESULT EXAMPLE: PROSPECT: Sarah Chen Company: TechStartup Inc Role: Operations Manager Email: sarah.chen@techstartup.io Phone: (415) 555-0123 ENRICHED DATA: Company Profile: - Name: TechStartup Inc - Founded: 2019 - Size: 32 employees - Funding: Series A ($5M in 2021) - Investors: Sequoia Capital, Y Combinator - Website: techstartup.io - Industry: SaaS / Project Management - HQ: San Francisco, CA - Notable news: Raised Series B planning Sarah's Profile: - Title: Operations Manager (since June 2023) - LinkedIn: 1,200 followers, 5 years operations experience - Previous roles: Coordinator at Adobe, Operations at Stripe - Education: UC Berkeley MBA - Connections: 2 mutual LinkedIn connections Company's Needs (inferred): - Current tools: Monday.com, Slack, Hubspot - Recent hiring: 3 operations staff in 6 months - Growth trajectory: 50% YoY growth expected - Pain points: Scaling operations, coordination across distributed team - Likely budget: Series B funding = significant budget available Sarah's Influence: - Decision-making authority: Medium-high (manages operations team) - Influence on purchases: High (tool recommendations likely followed) - Reporting: Likely to VP/CTO - Budget authority: $10k-50k likely (needs approval above) Company's Buying Patterns: - Sales cycle: Likely 4-8 weeks (Series B backed) - Decision-makers: Operations + CTO + CFO probable - Risk profile: Growth-focused, willing to invest in solutions RECOMMENDATION: - High-quality opportunity - Timing: Perfect (Series B funded, scaling) - Approach: Solutions-focused, ROI-based - Message: How to scale operations efficiently ``` ## Command Reference ### Email Analysis ``` Analyze email - Email address: sender to extract data from - Subject: thread to search for - Focus: Extract sender info, identify intent, assess tier - Output: Structured prospect analysis Extract sender data - Email: incoming email to analyze - Data to extract: Company, role, location, signal - Output: Sender profile Detect buying signals - Email content: the message to analyze - Signal type: tool replacement, growth blocker, etc. - Output: Buying signal assessment + opportunity tier ``` ### Thread & Opportunity Management ``` Cluster conversation - Sender: the prospect - Company: their organization - Organize into: conversation thread - Output: Related emails grouped + analysis Build relationship timeline - Prospect: who to track - Emails: conversation thread - Output: Timeline of engagement + predictions Surface opportunities - Threshold: show only score 75+? 85+? - Timeframe: last 7 days, last month, all-time - Output: Ranked list of opportunities Opportunity details - Opportunity ID: specific prospect - Show: Fit, intent, engagement scores - Recommendations: Next actions - Output: Full opportunity profile ``` ### Enrichment & Tracking ``` Enrich prospect data - Email: prospect to enrich - Sources: LinkedIn, Crunchbase, search - Output: Enriched prospect profile Track relationship - Prospect: who to track - Start from: first email date - Output: Timeline + engagement analysis Next steps recommendation - Prospect: who needs action - Based on: tier, signals, timeline - Output: Recommended actions + timing ``` ## Integration Points Pre-Client Identity Skill works with: - **Email systems** - Gmail, Outlook API - **LinkedIn API** - Profile enrichment - **Crunchbase API** - Company data - **Slack/Zapier** - Alert notifications - **CRM systems** - Sync with Salesforce, HubSpot - **Claude NLP** - Intent extraction, classification - **Content library** - Relevant case studies, assets - **Sales calendar** - Schedule demos, meetings ## Example Workflows ### Workflow 1: Incoming Email → Opportunity Surfaced ``` Email arrives: sarah.chen@techstartup.io "Looking for better project management solution" PRE-CLIENT SYSTEM: 1. Extract sender data - Sarah Chen, TechStartup Inc, Operations Manager - Company size: 32, Location: SF 2. Detect intent - Signal: Tool replacement (looking for better solution) - Tier: HIGH (2/2) 3. Identify problem - Current tool: Monday.com inadequate - Opportunity: Replace with your solution 4. Score opportunity - Fit: 92/100 (perfect ICP match) - Intent: 80/100 (genuine interest) - Engagement: Will track over time - Initial score: 78/100 5. Surface to sales team Notification: "🔥 NEW OPPORTUNITY: Sarah Chen (TechStartup Inc) Score: 78/100 | Tier: HIGH Problem: Needs better project management tool Timeline: Q1 2026 migration planned Action: Respond within 2 hours with case study Expected value: $50k-100k/year" 6. Track activity - Email received: Nov 15, 9 AM - Intent: HIGH - Status: Awaiting response - Follow-up: If no response in 24h, send case study ``` ### Workflow 2: Thread Clustering & Timeline ``` Over 5 days, 4 emails from Sarah + John PRE-CLIENT SYSTEM: 1. Day 1: Sarah's initial inquiry - Opportunity score: 68/100 - Action: Respond with resources 2. Day 2: Sarah's follow-up + CTO John joins - Buying committee expanding (good sign) - Opportunity score: 82/100 (↑14 points) - Action: Schedule discovery call 3. Day 3: John asks technical questions - Deep evaluation phase - Opportunity score: 88/100 (↑6 points) - Action: Provide technical docs + demo 4. Day 5: Expected demo request - Moving to proposal phase - Opportunity score: 90/100 (↑2 points) - Action: Demo + proposal preparation TIMELINE VISUALIZATION FOR SALES TEAM: "Sarah Chen opportunity is in ACTIVE EVALUATION phase Last activity: 2 hours ago (high engagement) Buying committee: Growing (Sarah + CTO John) Timeline: Q1 2026 implementation Next step: Demo expected within 48 hours Probability: 65-75% (high confidence) Close timeline: 4-6 weeks" ``` ### Workflow 3: Opportunity Ranking ``` Email inbox analysis over last week: Opportunities found: 12 Tier 1 (85-100): 2 opportunities → ACT TODAY Tier 2 (70-84): 4 opportunities → ACT TOMORROW Tier 3 (55-69): 4 opportunities → ACT THIS WEEK Tier 4 (<55): 2 opportunities → NURTURE TIER 1 RANKING: 1. Sarah Chen (TechStartup Inc): 88/100 - Problem: Tool replacement (Q1 timeline) - Action: Call within 2 hours - Expected value: $75k/year 2. Michael Zhang (DataCorp): 86/100 - Problem: Growth blocker (urgent) - Action: Demo today - Expected value: $50k/year RECOMMENDATION: Sarah Chen is highest priority. Call her within 1 hour. Michael Zhang is second. Schedule demo within 24 hours. This sequence can likely yield $125k/year in new revenue." ``` ## Triggers & Keywords User says any of: - "Check email" - "Any new opportunities?" - "Who just emailed?" - "New prospects" - "Buying signals detected?" - "Thread