Setup

The copilot ships as a template. This skill fills the three reference files — references/messaging.md, references/icp.md, references/guardrails.md — with the rep's real company, ICP, and messaging, so every other skill drafts on-brand from day one. Run it once; rerun anytime positioning changes.

How to run it

A conversation, not a form. Ask in batches by section, react to answers, and pull real language out of the rep (their words become the messaging). If they can paste an existing positioning doc, sales deck, one-pager, or website URL, take it — extract everything you can from it first, then only ask what's still missing. Confirm each drafted section back before writing it.

Tell the rep up front: budget ~30 minutes, and it's fine to leave a section rough and refine later — a filled file the skills can use beats a perfect one that never ships.

What to gather (map each answer to its destination)

A. Company + positioning → messaging.md

1. Company name, one sentence on what the product does, and the category it competes in.
2. The one-line position, and the plainer version a prospect would actually say back.
3. The core 30-second narrative: what shifted in the market, why the status quo fails, why you.
4. 3-5 genuine differentiators — for each, the "so what" business outcome. Push on honesty: can a competitor also claim this? If yes, it's not a differentiator.
5. The claims you must NOT make (categories a competitor owns, superlatives you can't back, anything legal hasn't cleared).
6. Proof points: customers/scale, third-party validation, quantified outcomes — and which are cleared for cold email vs. need sign-off.
7. Anything unreleased or uncleared that must never appear in outbound.
8. Any live campaign/webinar/content offer to use as a low-friction CTA (optional).
9. Banned words + voice rules for the audience.

B. Who you sell to → icp.md

10. Tier 1 / Tier 2 / Tier 3 definitions (who to pursue now, qualify, and never touch).
11. Tier 1 firmographics: verticals, size/revenue/stage, geography.
12. The observable tech/product/org signals that mean "they have the problem you solve."
13. The five 10-point scoring attributes (2 pts each) — keep them evidence-based.
14. The trigger events that make the pain urgent NOW, how to spot each, and which is the primary play (⭐).
15. The buying committee mapped to the three archetypes — Champion (technical/hands-on evaluator), Practitioner (power user/program owner), Economic Buyer (exec who signs) — with real titles for each.
16. What Tier 1 buyers are like (how they evaluate, where they research, what proof lands).
17. Real pain quotes per archetype (from calls, reviews, communities) — gold for personalization.

C. Operating rules → guardrails.md

18. Enrichment row cap (default 25) and credit threshold that requires a yes (default 500).
19. Cold-email word cap (default 80) and whether the sending domain is healthy or needs call-first protection.
20. Escalation contacts: your marketing lead (owns campaigns/lists/messaging questions) and your admin (owns the plugin/connectors/workflow) — name and role for each.

Producing the files

Fill each reference file in place, replacing every <PLACEHOLDER> with the rep's answers and removing the template banner line at the top. Keep the existing structure and headings — the other skills depend on them (they reference "Hook #N", "the 10-point rubric", "the trigger events", the three archetype names). Where the rep genuinely has nothing yet, leave a clearly-marked TODO: rather than inventing content — never fabricate proof points, customers, or claims.

Also confirm the tool stack the rep will connect (CRM, research, enrichment, sequencer, Slack) and point them to SETUP.md for the connector steps.

The exit test

After writing, draft one sample cold email using only the newly-filled references (via the write-email skill's rules). Show it to the rep. If it sounds on-brand and accurate, setup is done. If it's off, the gap is in the references — fix the specific section and redraft. Don't call setup complete until the sample would genuinely go out.

Then point the rep at the voice interview: "Run voice interview next (15 min) so drafts sound like you, not just on-brand."