# Score ICP fit for a lead list in Google Sheets

Your ideal customer profile is a paragraph in a deck. Make it one sentence, put the sentence in a formula, and the lead list scores itself against it.

Updated 22 September 2026. Source: https://hunchsheet.app/formulas/icp-fit-score-spreadsheet

## Write the ICP as one sentence

Company type, size, who they sell to, where they are. Leave out anything you cannot see in the lead notes; the model judges the text in the cell, not the world.

```
=HUNCHSCORE(D2:D2000, "ICP fit: B2B software company with 20 to 500 employees that sells to sales or support teams, based in the US or Europe", "no fit|weak|good|perfect")
```
In Excel: `=HUNCH.SCORE(D2:D2000, "ICP fit: B2B software company with 20 to 500 employees that sells to sales or support teams, based in the US or Europe", "no fit|weak|good|perfect")`

## Real outputs

| Lead notes | ICP fit (0–3) | Label |
| --- | --- | --- |
| Jonas W., CTO and co-founder of a 40-person B2B SaaS in Berlin. Wants to triage inbound tickets. | 2.74 | perfect |
| Director of Revenue Operations, 250-person fintech, New York. Asked for pricing for 20 seats. | 2.62 | perfect |
| Elena P., Support Team Lead at a 90-person SaaS in Amsterdam. | 2.46 | perfect |
| Priya S., Head of Customer Support, Lumen Health (SaaS for clinics, 180 staff, Austin). | 2.36 | perfect |
| Maria K., VP Sales at Northwind Logistics (300 employees, Chicago). | 2.34 | perfect |
| Tom R., SDR at a 12-person agency in Leeds. | 0.84 | weak |
| Procurement analyst at a 5,000-person bank. | 0.24 | no fit |
| Student building a side project, wants API access for a hackathon. | 0.07 | no fit |

Northwind Logistics is not a software company, and the score shows it: 2.34, the lowest of the "perfect" group. The number carries a nuance the label cannot.

## Number or label?

- The number (default) is the weighted position across your levels. Sort on it, average it, threshold it.
- Add `"label"` as the fourth argument to get the most likely level as text, for a readable column or a pivot.
- Add `"index"` to get the level number instead.

## Re-scoring when the ICP changes

Change the sentence in the formula and the column re-scores. Keep the sentence in one cell and reference it, so a change in E1 re-scores every sheet that uses it:

```
=HUNCHSCORE(D2:D2000, $E$1, "no fit|weak|good|perfect")
```
In Excel: `=HUNCH.SCORE(D2:D2000, $E$1, "no fit|weak|good|perfect")`

> Tip: Put the size range in words the notes actually use. If your notes say "SMB" and "mid-market", say that in the ICP sentence instead of employee counts.

## Questions

### Can I weight authority and fit into one number?

Yes, in a normal formula: =B2*0.6 + (C2/3)*0.4. Keep the raw columns; changing weights then costs nothing.

### What if the notes do not mention size or region?

The score moves toward the middle levels. That is the model telling you the notes are thin. Add a line or score on what you have.