Jobs to be done

Definition

Jobs to be done is a framework that focuses on understanding the underlying needs and goals of customers in order to create products and services that effectively fulfill those needs. It shifts the perspective from merely improving existing products to identifying the actual 'jobs' that customers are trying to accomplish, allowing innovators to design solutions that better meet their requirements. This approach emphasizes that customers 'hire' products or services to achieve specific outcomes.

5 Must Know Facts For Your Next Test

1. The jobs to be done theory helps companies identify unmet customer needs, leading to more effective innovations.
2. This approach allows businesses to understand why customers choose certain products over others by focusing on the desired outcomes.
3. By clarifying the specific 'jobs' customers want to accomplish, companies can design better-targeted solutions and marketing strategies.
4. The jobs to be done framework can reveal opportunities for disruptive innovation by identifying areas where current offerings fall short.
5. It encourages a deeper understanding of customer motivations and behaviors, driving product development that is more aligned with real-world usage.

Review Questions

• How does the jobs to be done framework help businesses innovate effectively?
  • The jobs to be done framework aids businesses in innovating effectively by enabling them to uncover unmet customer needs. By focusing on the specific jobs customers are trying to accomplish, companies can develop targeted solutions that better address those needs. This approach helps shift attention away from just improving existing products and towards creating new solutions that resonate with customers' desires.
• Discuss how understanding the jobs customers want to accomplish can lead to disruptive innovations.
  • Understanding the jobs customers want to accomplish can lead to disruptive innovations by revealing gaps in current offerings. When businesses identify areas where existing products fail to meet customer needs, they can create new solutions that challenge established competitors. This often leads to market shifts where new entrants capture significant share by better addressing customer jobs that others overlook.
• Evaluate the impact of adopting a jobs to be done mindset on a company's overall strategy and market position.
  • Adopting a jobs to be done mindset can significantly enhance a company's overall strategy and market position by aligning product development with actual customer needs. This approach fosters customer-centric innovation, leading to more relevant products and improved customer satisfaction. As a result, companies that embrace this framework are likely to gain a competitive edge, adapt more quickly to market changes, and create lasting value for their customers.

Related terms

Customer-Centric Innovation: A strategy that places the customer at the heart of the innovation process, focusing on their needs and experiences.

Value Proposition: A statement that explains how a product or service solves customers' problems or improves their situation, highlighting its unique value.

Disruptive Innovation: An innovation that significantly alters the way that industries, businesses, or markets function, often by creating new markets or value networks.