Claude Guide for Finding Clients: 32 Claude Skills

What these skills are

Winning work, from your warm network to the signed proposal, as installable Claude skills.

This is Claude for the part of the job nobody schedules: finding the next client while you are busy delivering for this one. Not a lead-generation machine — the research, the preparation and the first drafts behind the conversations you have yourself, in the order they actually happen.

The skills follow the work in eight steps, warm before cold at every one, and each step hands a named artifact to the next. Keeping the pipeline full hands over a 90-day plan from your own numbers, a weekly selling hour that survives a busy delivery week, a pipeline review staged by what the buyer actually did, and the lesson from the last deal you won or lost. Going back to the people who already know you hands over your past client list and the contacts who have since moved, a plan for the one client you rely on, the referral ask after a moment of real value, and referral partners whose clients need you. Your own network hands over a voice guide built from your sent messages, a map of your connections with closeness you set and fit you judge, reconnect messages with a reason to write that is not a pitch, warm introduction requests with a forwardable blurb, and an event plan that ends in follow-ups rather than a pile of cards. Positioning and offer hand over who you are for and the red flags, a line a contact can repeat, a productized offer with a fixed scope and a price worked from your numbers, and an answer for the client who asks whether you use AI. Proof hands over a case study interview with a named defender for every number, a one-pager and a credentials deck matched to this prospect. Only then do new accounts open, and only on a real public trigger: a target account list, a research brief with unknowns stated as unknown, and one email to one person with one follow-up at most. Qualification and discovery hand over MEDDICC marked known, assumed or unknown, a call guide that builds the case instead of collecting facts, a recap in the client's own words, and a bid or no-bid decision with the cost of writing it in your hours. Then the proposal, the price and the yes.

The red line: Claude researches, prepares and drafts from your real work and real clients. You choose who to talk to, put it in your own words and send it yourself. Nothing is invented, automated or sent for you.

Every fact about a person or an organisation comes from a public source, linked, or from your own records; what has no source is dropped or marked unknown. Every number is yours — goals, prices, results and costs come from what you give, or stay as bracketed placeholders until you fill them in. And nothing here grades, ranks or scores people: organisations and deals are compared against your brief, and how close you are to someone is something only you can say.

Legal, contract, tax, referral fee and data protection points come back marked “check with a qualified adviser”, never as advice. Where a method is a named one — MEDDICC for qualification, SPIN-shaped questions for a discovery call, the five components of positioning, LAER for an objection — the skill says so and uses it as it was written.

Each skill is one artifact or one named method: the inputs it needs, where it breaks, a fixed output template, a finish line and the next skill to run. Where a skill fits a Claude surface — a Project to keep your positioning, your voice guide and your case studies together, a spreadsheet for the network map and the pipeline — it says so.

Mechanically, each skill is one folder with a SKILL.md file. The 32 are grouped into the eight steps, and each one gives full value on its own: run one, run a step, or work the whole thing through in the order it arrives.

Download all 32 skills. One zip: ready-to-install skill zips, readable SKILL.md files, and the sources behind every method. Free, no signup. Download the zip · Browse on GitHub

The 32 skills you get

The set follows winning work, in eight steps: keeping the pipeline full while you deliver, past clients and referrals, your network and warm introductions, positioning and offer, proof as case studies and credentials, new accounts on a real trigger, qualification and discovery — then proposals, price and the yes.

1 · Keep the pipeline full while you deliver

1. Business Development Plan

Use when: One month is full, the next is empty

Output: 90-day goal from your numbers, warm-first channel mix, weekly actions you control, what you stop

2. Weekly Business Development Hour

Use when: Selling stops whenever delivery peaks

Output: Fixed agenda, follow-ups due, warm signals, people to reconnect with, one conversation to book

3. Pipeline Review

Use when: The pipeline looks full but nothing has moved

Output: Stages defined by buyer actions, dated next steps, stale deals named, gap to goal

4. Win/Loss Review

Use when: You lost and heard only “we went another way”

Output: Expected versus actual per deal, what to keep and change, questions for the client

2 · Past clients and referrals

5. Past Client Reconnect List

Use when: You have not spoken to your best past clients in a year

Output: Past clients and moved contacts, what changed, a reason to write, a short run you pick

6. Key Account Plan

Use when: A client you rely on could leave with one message

Output: Client goals in their words, buying roles, relationship gaps, further work that fits, 90 days

7. Referral Request

Use when: Asking for referrals feels needy, so you never ask

Output: Who to ask and when, the specific introduction, your words, an easy no, the thank-you

8. Referral Partner Plan

Use when: Referrals stop when client projects stop

Output: Complementary firms, what you give first, an introduction protocol, a quarterly check-in

3 · Your network and warm introductions

9. Writing Voice Guide

Use when: Everything Claude drafts sounds like everyone else

Output: Your voice from your own messages, an AI-tell checklist, a before and after

10. Warm Network Map

Use when: Years of connections, no idea who to talk to

Output: A brief, your own connections export, closeness you set, fit you judge, a run of about 10

11. Reconnect Message

Use when: You only get in touch when you need work

Output: A useful reason to write, sourced talking points, your draft checked for grammar only

12. Warm Introduction Request

Use when: Someone you know knows the person you need

Output: The ask, a forwardable blurb, the double opt-in check, the close-the-loop note

13. Event Networking Plan

Use when: You collect cards and nothing comes of it

Output: Events chosen against your brief, one useful thing per conversation, follow-ups, a log

4 · Positioning and offer

14. Ideal Client Profile

Use when: You say yes to every client at any price

Output: Situation and trigger, the job they hire you for, who decides, red flags

15. Positioning Statement

Use when: Nobody can repeat what you do

Output: Alternatives including AI, your capabilities, value, who cares most, category, one line

16. Productized Service Offer

Use when: Every sale is a custom quote compared with AI

Output: Outcome, fixed scope, timeline, client tasks, exclusions, price from your numbers

17. AI Use Statement

Use when: A client asks whether you use AI

Output: How you use AI, where a person decides, data handling, one line for proposals

5 · Proof: case studies and credentials

18. Case Study Interview

Use when: Your best work has nothing written to show

Output: One question at a time, a source file, results with base and period, a quote with permission

19. Case Study One-Pager

Use when: A prospect asks “have you done this before?”

Output: The change in the title, before, what was done, results, quote, as a file

20. Credentials Deck

Use when: You need a short “who we are” deck

Output: 6 to 10 slides, cases matched to this prospect, how you work, next step

6 · New accounts on a real trigger

21. Target Account List

Use when: Referrals slowed and you will not buy a list

Output: Organisations that fit your brief, the trigger to watch, the warm path, the ones to drop

22. Account Research Brief

Use when: You have a meeting and twenty minutes

Output: Sourced facts, recent triggers, problems as hypotheses, unknowns stated

23. Trigger Outreach Email

Use when: You must write to a stranger without spamming

Output: One person, one public trigger, why you and why now, a small ask, one follow-up

7 · Qualify and discover

24. Deal Qualification Checklist

Use when: Prospects book calls and never buy

Output: Each element known, assumed or unknown, questions to ask, go or walk away

25. Discovery Call Guide

Use when: Your calls collect facts and build no case

Output: Agreed agenda, questions for this prospect, the cost of doing nothing, the next step

26. Discovery Call Recap

Use when: You are about to write a proposal from memory

Output: Problem and cost in their words, decision process, open questions, next step

27. Bid/No-Bid Decision

Use when: A request for proposal lands and fear writes it

Output: Is it real, can we win, is it worth it, gates, cost of writing, your go or no-go

8 · Proposals, price and the yes

28. Consulting Proposal

Use when: Proposals sit unanswered, then a polite no

Output: Their situation, the diagnosis, approach by phase, relevant experience, options, next step

29. Pricing Options

Use when: You discount before anyone asks

Output: One to three real options, prices from your numbers, the value in their numbers

30. Proposal Deck

Use when: The buyer needs a deck for their boss

Output: Ghost deck with action titles, summary first, a read from the client's chair

31. Proposal Follow-Up Plan

Use when: The proposal went out and the client went silent

Output: Walk-through booked, shared next steps, two useful follow-ups, an easy no

32. Objection Response

Use when: “AI could do this, why are you charging so much?”

Output: The concern under the objection, an exploring question, a reply from real proof

Where to start, and how the skills chain

Start with the Business Development Plan and the Writing Voice Guide. The plan turns your own numbers into one 90-day goal and two or three weekly actions you control, so everything downstream has something to serve; the voice guide is read by every skill that drafts anything, so the reconnect message, the proposal and the follow-up sound like you rather than like everyone else. After that there is no compulsory sequence — bring the thing that is in front of you. A past client just changed jobs? Start at the Past Client Reconnect List. A discovery call on Thursday? Start at the Discovery Call Guide, which will send you back to Deal Qualification if you cannot say how this client decides. Request for proposal in the inbox? Start at Bid/No-Bid Decision, before you write a word. Every skill lists the inputs it needs, so it tells you when the step before it is the one that is actually missing.

They chain. win-business-development-plan sets the goal and the weekly actions, win-weekly-bd-hour gives them a slot that survives a busy week, win-pipeline-review stages what is really moving and win-win-loss-review turns a finished deal into a change you make. win-past-client-list and win-key-account-plan work the people who already know you, win-referral-request and win-referral-partner-plan turn them into introductions. win-voice-guide is the one every later draft reads; win-warm-network-map picks who to approach, win-reconnect-message and win-warm-intro-request write to them, and win-event-networking-plan handles the rooms. win-ideal-client-profile feeds win-positioning-statement, which feeds win-productized-offer and win-ai-use-statement. win-case-study-interview produces the source file that win-case-study-one-pager and win-credentials-deck are both built from — nothing goes in front of a prospect that is not in it. win-target-account-list, win-account-research-brief and win-trigger-outreach-email open new accounts only on a real public trigger. win-deal-qualification names what you do not know, win-discovery-call-guide asks it, win-discovery-call-recap writes it down in the client's words and win-bid-no-bid decides whether to write at all. Then win-consulting-proposal and win-pricing-options make the offer, win-proposal-deck takes it to the boss who was not in the room, win-proposal-follow-up gets an answer, and win-objection-response is there for the moment someone says AI could do this.

The sources behind each method are in resources/evidence-and-sources.md, inside the pack.

Setup guide

1. Download the pack. One zip: an install folder with 32 ready-to-upload skill zips, a skills folder with the same 32 skills as readable SKILL.md files, and resources/evidence-and-sources.md, which names the source behind each method.
2. Install your skills. In Claude Code, add the marketplace and install finding-clients-pack, and all 32 load at once. In Claude, turn on code execution in Settings, then Capabilities, then go to Customize, then Skills and upload one zip per skill from the install folder. Prefer working from files? Add the SKILL.md files to your Project knowledge instead; it works, just less cleanly. Keep client names and anything commercially sensitive out of Claude memory.
3. Start with the plan and your own voice, then the week in front of you. Run the Business Development Plan with your own numbers and the hours you really have, so there is a 90-day goal and two or three weekly actions to point the rest at. Run the Writing Voice Guide early too: everything that gets drafted later reads it, so nothing sounds like everyone else. Then bring what is actually happening: a past client you have lost touch with, a discovery call on Thursday, a proposal due. Each skill lists the inputs it needs and names the next skill to run, so one answer turns into the chain on its own.

Where to start

The quality bar

Every skill in the pack holds the same standard:

• Every fact about a person or organisation comes from a public source, linked, or from your own records; what has no source is dropped or marked unknown
• Every number is yours: goals, prices, results and costs come from your inputs or stay as bracketed placeholders
• Nothing grades, ranks or scores people. Organisations and deals are compared against your brief; closeness and fit are set by you
• Warm before cold: past clients, referrers and your network come first, and cold outreach is one person on one real trigger
• Legal, contract, tax, referral fee and data protection points are marked “check with a qualified adviser”
• The red line: Claude researches, prepares and drafts from your real work and real clients; you choose who to talk to, put it in your own words and send it yourself. Nothing is invented, automated or sent for you

Who made this

Polar Bear is a people ops consultancy for human-size teams (20 to 200 people). Built by ex-McKinsey founders with a dream to make AI work for People, not instead of them. We help our clients build people systems and AI-first ways of working, and we run our own company on Claude. This pack is the free, self-serve version of how we work.

This pack is for the person who sells the work and then delivers it. If you run a consultancy, a boutique or an agency and want your team working this way — AI carrying the research, the preparation and the first draft so people do the part only people can do — that's what we build with clients.

Meet Pauline. Want your team winning work this way? Bring the step you are stuck on and we will pick the skills for it. Book a 30-minute call · Pauline on LinkedIn

Install in Claude Code

Two lines, and every skill in the pack loads at once.

/plugin marketplace add polar-bear-org/claude-skills
/plugin install finding-clients-pack@polar-bear-skills

Using Claude on the web instead? Download the zip and upload each skill from its install folder under Customize → Skills.