The Specificity Score

Generic analysis is worthless. "Your company could benefit from AI" is a statement that applies to every company on earth and therefore means nothing to any specific one. The specificity score is an internal quality measure that evaluates how tailored your analysis is to this particular customer. A high-specificity analysis names their specific metrics, their specific competitors, their specific industry dynamics, and their specific dark assets. A low-specificity analysis could be about any company in their sector with a search-and-replace on the company name.

The scoring criteria are straightforward. Does the analysis reference the customer's actual financial data or public metrics? That is one point. Does it name their specific competitors and competitive dynamics? Another point. Does it identify dark assets unique to their organization? Another point. Does it connect to their stated strategic priorities? Another point. Does it include quantified value estimates using their own numbers? Another point. Five dimensions, each scored present or absent. A perfect five means the analysis could only be about this customer. A zero means it is a template with their logo pasted on.

1. Customer Metrics Referenced Does your analysis cite their actual numbers — revenue, growth rate, headcount, market share? Using their data instead of generic benchmarks proves you did real research, not a template fill.
2. Specific Competitors Named Does your analysis name the companies they compete with and describe the competitive dynamics specific to their market position? "Your competitor" is generic. "ServiceNow's recent expansion into your mid-market segment" is specific.
3. Unique Dark Assets Identified Does your analysis identify assets that are unique to this company — not generic industry capabilities, but specific data, relationships, or processes that this customer has and their competitors do not?
4. Strategic Priorities Connected Does your analysis tie to what the customer has publicly stated they care about? Earnings call priorities, press release themes, CEO keynote topics. Connecting your analysis to their declared direction shows alignment, not just awareness.
5. Quantified Value Using Their Numbers Are your value estimates built from their metrics, not industry averages? "$2.1M based on your current retention rate and average contract value" is infinitely more credible than "companies typically see 15-20% improvement."