{"id":1164,"slug":"rule-target-peer-coached-contractor-persona-with-explicit-qualification","title":"R3 — Target the peer-coached contractor as highest-value persona; explicitly qualify BTA/EOS/Vistage/TAB membership in discovery; staff for the persona's information environment","kind":"rule","scope":"business","status":"current","audiences":["kevin","candid-team"],"topics":["psychology-aversion","buying-committee","contractor-coaching"],"reference_body":"**Rule:** The peer-coached contractor is the highest-value Candid persona AND the highest-risk Candid persona ([[peer-coached-contractor-persona-synthesis]]). Treat both sides:\n\n- Buys larger engagements, refers more aggressively, has the financial structure to plan a real marketing investment\n- Walks away faster from non-performing vendors; expectations are higher\n\n**Why:** Higher engagement value + higher referral leverage (a satisfied BTA-cohort client recommending Candid in their bi-weekly meeting is the highest-yield in-group reputation event Candid can produce — see [[bta-contractor-growth-method-600-contractors]]) + higher walk-away risk. Failing to qualify the persona explicitly means failing to set expectations and contract structure to match it.\n\n**How to apply:**\n- **Sales process should explicitly identify** whether a prospect is in BTA, EOS, Vistage, or TAB. Add this as a discovery field, not an afterthought.\n- **Qualifying conversation should reflect the persona's information environment:** dashboards, KPIs, a 90-day rhythm, explicit kill criteria (cross-link to [[rule-engineer-explicit-kill-criteria-into-engagements]] from Brief #2).\n- **Reporting cadence should align to the cohort's operating cadence.** EOS clients run weekly L10s; align Candid's reporting to the L10 cycle, not to a generic monthly retainer report.\n- **Sales hires should be fluent in the coaching frameworks** (Rocks, Scorecard, Accountability Chart for EOS; BTA Contractor Growth Method vocabulary). Fluency = in-group competence-trust signal.","rationale_body":null,"metadata":null,"links":{"outgoing":[{"slug":"research-brief-trust-networks-in-group-reputation-may-2026","title":"Research brief: trust, referral networks, and in-group reputation in Ontario's trades economy (May 2026 — Foundation Brief #3)","kind":"reference","scope":"business","link_type":"relates-to"},{"slug":"peer-coached-contractor-persona-synthesis","title":"Peer-coached contractor persona — quarterly planning cadence, dashboards, cohort-mediated vendor decisions; highest-value AND highest-risk Candid prospect","kind":"reference","scope":"business","link_type":"depends-on"},{"slug":"bta-contractor-growth-method-600-contractors","title":"Breakthrough Academy (BTA) — Vancouver-HQ, founded 2015; \"Contractor Growth Method\"; 600+ contractor companies (~30% Canadian / 70% US); Contractor Evolution podcast","kind":"reference","scope":"business","link_type":"depends-on"},{"slug":"eos-worldwide-scale-200k-businesses-800-1000-implementers","title":"EOS Worldwide — \"Over 200,000 businesses around the world\"; 800-1000+ implementers; Traction (Wickman 2007/2011); heavy Ontario contractor adoption >$3M revenue","kind":"reference","scope":"business","link_type":"depends-on"},{"slug":"rule-engineer-explicit-kill-criteria-into-engagements","title":"R2 — Engineer explicit kill criteria into every multi-month engagement; date + metric in writing; converts open-ended commitment to bounded prospect","kind":"rule","scope":"business","link_type":"relates-to"}],"incoming":[]},"created_at":"2026-05-25T13:34:11.254Z","updated_at":"2026-05-25T13:34:11.254Z"}