outricher/Visa ICP playbook/Profiles/ICP 06
ICP 06 · Bonus: the referral side of the market · bonus · the referral side
The partner who files the petitions — at a firm small enough to answer his own email
decision-makers in the pool
delivered as a test batch
email on the rebuilt file
Not a petitioner: a referral channel. A partner, founder or owner at a one-to-twenty-person US immigration firm whose practice list names the exact petition types you sell can sign a referral or co-counsel agreement this week. Associates cannot. Large firms cannot be reached. Family-and-humanitarian-only and investment-only practices do not file the petitions that matter. A practice that can source both sides of its market — candidates and referral partners — is running a different business from one that only buys leads.
Hypothesis
At 1–20 staff, the decision-maker reads his own inbox — the entire pitch fits in one email.
Signal
US law firm, 1–20 employees ∧ decision-maker title (or the surname in the firm name, backed by two confirming signals) ∧ employment-based petition types named in the practice description.
Proof
Petition types matched on word boundaries, not substrings — a ~97% false-positive reduction (how that was measured).
Five rows from a delivered file
Who is actually in it
Anonymized to role, employer size band, region and signal — no candidate, client or employer is ever named.
| Who | The firm | Location | Practice list on file | Reach |
|---|---|---|---|---|
| Managing attorney | 16-person firm carrying the partner’s own surname | Arizona | O-1, EB-1, PERM, H-1B, L-1 | personal email ✓ |
| Founder, principal | 10-person immigration boutique | Ohio | O-1, EB-1, EB-2 NIW, PERM, H-1B, L-1, TN, E-2 | personal email ✓ |
| Attorney / principal | solo practice named after the attorney | Connecticut | PERM, H-1B, L-1A/L-1B, TN, E-2 | personal email ✓ |
| Owner / attorney | 5-person immigration practice | Illinois | O-1, EB-1, EB-2, PERM, H-1B, L-1 — surname in the firm name | personal email ✓ |
| Founder | 2-person practice named after the founder | California | EB-1A, EB-1B, EB-1C, NIW, PERM | personal email ✓ |
The volume
What was delivered, and from what
624 confirmed immigration decision-makers in the pool, funneled down from 17,101 US law firms in the 1–20 band → 14,040 partners and owners → 954 firms naming immigration and a petition type. Delivered so far: a ten-row test, which passed eight.
The hundred that followed was reviewed, withdrawn on his feedback and rebuilt rather than patched; the rebuilt file audited at 95% email, 100% title and firm-size compliance, 100% US, zero leakage across all four defect classes. Status of the rebuilt hundred: [CLARIFY — delivered or not (if delivered, the 19,470 total changes)].
What this means for your practice
This is a referral or co-counsel conversation, not a sales one. A partner at a small firm who files the same petitions you do but runs short of capacity — or of a niche — can send overflow your way. One email, to the person who decides.
Where we got it wrong, or nearly did
Complaints become code
The 18 rows he flagged fell into four classes: post-merger shells where the firm had been acquired, associates promoted by an override rule that was too generous, the same person appearing under more than one profile, and corrupt name fields. We deleted the override rule outright and turned all eighteen into a 21-case regression suite that re-runs on every later build. Complaints in this account have a half-life of about four days and then become code.
What Outricher does
Custom research on a career graph, sold per record.
Outricher builds custom research on a career graph — dated positions, education records, awards, patents, publications and a contact layer — and ships it as ranked, evidence-tagged cohorts. The visa practice described here is one client; the method is the same for any ICP you can put into words.
for a first sample of your own ICP — [SAMPLE SIZE, e.g. 25 rows] ranked rows within [SAMPLE TURNAROUND, e.g. 48 hours]
per contact, flat — never a share of your engagement fee. Pricing
profiles built for one visa practice. See them all
Want this cohort for your own practice?
Describe the version of it you want — origin, field, seniority, years in the US — and we run it against the graph. Back comes a free sample of real ranked candidates with the evidence attached and contactability resolved.
The other five profiles