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Job To Be Done

Gather stories that enable others to believe in the value of your products and services.

Use reflective listening to repeat stories that reasonate with accuracy and emotion to prove you undertand the origin of problems and the dream solutions others are seeking to find.

Schema​

Checklist​

  • Focus on the customer's context, task, and desired outcome
  • Conduct story-based customer interviews
  • Map the customer's full decision journey
  • Understand the three key motivations driving customer progress
  • Recognize that every decision has a cause, not a random walk
  • Shift from a selling mindset to a helping mindset

Internal Operations​

Listen to domain experts for each job to be done in each cost centre to improve operational effectiveness through process re-engineering and matching the best tools for each job with the best people to operate them.

  1. What people want to do, and why
  2. What they are actually doing and why
  3. What do they see as the underlying problems
  4. What they would do differently
  5. What they upsides of solution
  6. How would they quantify that

Learn without ego, make the other feel understood.