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Not enough time?Not enough money?
Don’t work hard tomask your inefficiency.
Do less.
Grow with efficiency.
3 ways toDo Less. Limiting work-in-progress. Letting go. Being picky about your first customers.
Limit your work in progress.
WIP yourself.
Sex positions.
TenacityGood for vision,inventing and improving.Bad for getting stuck onspecifics that don’t work.
Option CardsWhat areas of yourbusiness have unknowns orrisks? Take 3 minutes towrite as many as you can.
Option CardsPick one that stands out.Take 3 minutes to think ofas many alternatives ordifferent things to try.Think outsid...
Early traction.
Earlyvangelists      Have the problem Know they have the problem!   Have budget to solve it.  Have looked for a solution. ...
Is this conversation useful?
Choose yourcustomer.
Vague customer definitions.Multiple customerdefinitions.
Lack of direction.
Product   Market
Specific definitionsallow for validation or invalidation.     And that speeds progress.
Bigger markets -one step at a timeLooking for your next zero.
Markets - where is the liquidy now?
Take a look at thecustomers’ worldLooking at different aspects oftheir lives, we’ll examine ourown beliefs about them, who...
PositioningIts not usually against thecompetition...... it’s against obsurity.
Find early adopters.Find specific customers.Be more compelling to them.Know where to find themquickly, and point out scalabl...
How deep do you go?      Until you have short, understandable      customer segments, identifyable as real types      of p...
Product   Market
Action   Customer
Jobs-to-be-doneObstaclesGoals &gainsCurrentSolution
Drill-down questionsJobs-to-be-doneObstaclesGoals &gainsCurrentSolution
Drill-down questionsJobs-to-be-done     What’s the root cause?ObstaclesGoals &gainsCurrentSolution
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Jobs-to-be-doneObstaclesGoals &gainsCurrentSolution
Drill-down questionsJobs-to-be-doneObstaclesGoals &gainsCurrentSolution
Drill-down questionsJobs-to-be-done     What’s the root cause?ObstaclesGoals &gainsCurrentSolution
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Drill-down questionsJobs-to-be-done     What’s the root cause?            Why is this the case? What bigger job, problem o...
Bloggers
BloggersPosts getno love.
BloggersPosts get       Gettingno love.        traffic.
BloggersPosts get       Gettingno love.        traffic.
BloggersPosts get       Getting   Gettingno love.        traffic.   traffic.
BloggersPosts get       Getting   Getting   Moreno love.        traffic.   traffic.   customers.
Bloggers             Commercial bloggersPosts get       Getting     Getting    Moreno love.        traffic.     traffic.    ...
Bloggers              Commercial bloggersPosts get        Getting     Getting    Moreno love.         traffic.     traffic. ...
Bloggers                Commercial bloggersPosts get        Getting       Getting    Moreno love.         traffic.       tr...
Bloggers                Commercial bloggersPosts get        Getting       Getting    Moreno love.         traffic.       tr...
Bloggers                Commercial bloggersPosts get        Getting       Getting    Moreno love.         traffic.       tr...
Bloggers                Commercial bloggersPosts get        Getting       Getting        Moreno love.         traffic.     ...
Bloggers                Commercial bloggersPosts get        Getting       Getting        Moreno love.         traffic.     ...
Bloggers                Commercial bloggersPosts get        Getting       Getting        Moreno love.         traffic.     ...
Do less - eleven
Do less - eleven
Do less - eleven
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Do less - eleven

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Transcript of "Do less - eleven"

  1. 1. Not enough time?Not enough money?
  2. 2. Don’t work hard tomask your inefficiency.
  3. 3. Do less.
  4. 4. Grow with efficiency.
  5. 5. 3 ways toDo Less. Limiting work-in-progress. Letting go. Being picky about your first customers.
  6. 6. Limit your work in progress.
  7. 7. WIP yourself.
  8. 8. Sex positions.
  9. 9. TenacityGood for vision,inventing and improving.Bad for getting stuck onspecifics that don’t work.
  10. 10. Option CardsWhat areas of yourbusiness have unknowns orrisks? Take 3 minutes towrite as many as you can.
  11. 11. Option CardsPick one that stands out.Take 3 minutes to think ofas many alternatives ordifferent things to try.Think outside of the box!
  12. 12. Early traction.
  13. 13. Earlyvangelists Have the problem Know they have the problem! Have budget to solve it. Have looked for a solution. Have tried to build a solution.
  14. 14. Is this conversation useful?
  15. 15. Choose yourcustomer.
  16. 16. Vague customer definitions.Multiple customerdefinitions.
  17. 17. Lack of direction.
  18. 18. Product Market
  19. 19. Specific definitionsallow for validation or invalidation. And that speeds progress.
  20. 20. Bigger markets -one step at a timeLooking for your next zero.
  21. 21. Markets - where is the liquidy now?
  22. 22. Take a look at thecustomers’ worldLooking at different aspects oftheir lives, we’ll examine ourown beliefs about them, whothey are – and if they reallyexist, how to frame our value intheir context.
  23. 23. PositioningIts not usually against thecompetition...... it’s against obsurity.
  24. 24. Find early adopters.Find specific customers.Be more compelling to them.Know where to find themquickly, and point out scalablechannels to reach them. Zoom in!
  25. 25. How deep do you go? Until you have short, understandable customer segments, identifyable as real types of people (not attributes) Until you can define your customers in a way where it’s clear where to find them. Until you have a customer segment that is specific enough that you can walk away from they invalidate your idea.
  26. 26. Product Market
  27. 27. Action Customer
  28. 28. Jobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  29. 29. Drill-down questionsJobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  30. 30. Drill-down questionsJobs-to-be-done What’s the root cause?ObstaclesGoals &gainsCurrentSolution
  31. 31. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?ObstaclesGoals &gainsCurrentSolution
  32. 32. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types?Goals &gainsCurrentSolution
  33. 33. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals &gainsCurrentSolution
  34. 34. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gainsCurrentSolution
  35. 35. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?CurrentSolution
  36. 36. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution
  37. 37. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution Can you define that customer segment in one word? Are they “a thing?” Are they easily findable?
  38. 38. Jobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  39. 39. Drill-down questionsJobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  40. 40. Drill-down questionsJobs-to-be-done What’s the root cause?ObstaclesGoals &gainsCurrentSolution
  41. 41. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?ObstaclesGoals &gainsCurrentSolution
  42. 42. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types?Goals &gainsCurrentSolution
  43. 43. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals &gainsCurrentSolution
  44. 44. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gainsCurrentSolution
  45. 45. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?CurrentSolution
  46. 46. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution
  47. 47. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution Can you define that customer segment in one word? Are they “a thing?” Are they easily findable?
  48. 48. Bloggers
  49. 49. BloggersPosts getno love.
  50. 50. BloggersPosts get Gettingno love. traffic.
  51. 51. BloggersPosts get Gettingno love. traffic.
  52. 52. BloggersPosts get Getting Gettingno love. traffic. traffic.
  53. 53. BloggersPosts get Getting Getting Moreno love. traffic. traffic. customers.
  54. 54. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers.
  55. 55. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Influence
  56. 56. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Influence Speaking
  57. 57. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Influence Speaking
  58. 58. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Influence Speaking Guest posts
  59. 59. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Authors Influence Speaking Guest posts
  60. 60. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Authors Influence Understanding Speaking Guest posts
  61. 61. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Authors Influence Understanding Speaking Guest More posts customers.
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