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Do less - eleven
- 2. Not enough time? Notenough money?
- 3. Don’t work hardto mask your inefficiency.
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- 6. 3 ways to DoLess. Limiting work-in-progress. Letting go. Being picky about your first customers.
- 7. Limit your workin progress.
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- 10. Tenacity Good for vision, inventingand improving. Bad for getting stuck on specifics that don’t work.
- 12. Option Cards What areasof your business have unknowns or risks? Take 3 minutes to write as many as you can.
- 13. Option Cards Pick onethat stands out. Take 3 minutes to think of as many alternatives or different things to try. Think outside of the box!
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- 15. 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.
- 16. Is this conversationuseful?
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- 18. Vague customer definitions. Multiplecustomer definitions.
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- 20. Product Market
- 21. Specific definitions allow forvalidation or invalidation. And that speeds progress.
- 22. Bigger markets - onestep at a time Looking for your next zero.
- 23. Markets - whereis the liquidy now?
- 24. Take a lookat the customers’ world Looking at different aspects of their lives, we’ll examine our own beliefs about them, who they are – and if they really exist, how to frame our value in their context.
- 25. Positioning Its not usuallyagainst the competition... ... it’s against obsurity.
- 26. Find early adopters. Findspecific customers. Be more compelling to them. Know where to find them quickly, and point out scalable channels to reach them. Zoom in!
- 27. How deep doyou 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.
- 28. Product Market
- 29. Action Customer
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- 32. Drill-down questions Jobs-to- be-done What’s the root cause? Obstacles Goals & gains Current Solution
- 33. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Goals & gains Current Solution
- 34. Drill-down questions Jobs-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 & gains Current Solution
- 35. Drill-down questions Jobs-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 & gains Current Solution
- 36. Drill-down questions Jobs-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 Current Solution
- 37. Drill-down questions Jobs-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 Solution
- 38. Drill-down questions Jobs-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
- 39. Drill-down questions Jobs-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?
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- 43. Drill-down questions Jobs-to- be-done What’s the root cause? Obstacles Goals & gains Current Solution
- 44. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Goals & gains Current Solution
- 45. Drill-down questions Jobs-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 & gains Current Solution
- 46. Drill-down questions Jobs-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 & gains Current Solution
- 47. Drill-down questions Jobs-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 Current Solution
- 48. Drill-down questions Jobs-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 Solution
- 49. Drill-down questions Jobs-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
- 50. Drill-down questions Jobs-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?
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