Do you understand the real reason why your customers choose your products or services? Or why they choose something else instead? How do your products or services help your customers to make progress...
As you go through your career, you will begin to find the areas of work you love and in which you will shine; you will, hopefully, find a field where you can maximize the motivators and satisfy the hy...
In contrast, investing time and energy in your relationship with your spouse and children typically doesn’t offer that same immediate sense of achievement. Kids misbehave every day. It’s really not un...
The functional, emotional, and social dimensions of the jobs that customers need to get done constitute the circumstances in which they buy. In other words, the jobs that customers are trying to get d...
A jobs-to-be-done lens can help innovators come to market with an initial product that is much closer to what customers ultimately will discover that they value. The way to get as close as possible to...
Walkman cassette player was temporarily put on hold when market research indicated that consumers would never buy a tape player that didn’t have the capacity to record and that customers would be irri...
The patterns of success and failure we see among firms faced with sustaining and disruptive technology change are a natural or systematic result of good managerial decisions. That is, in fact, why dis...
Hence, because flash cards are being used in markets completely different from those Quantum and Seagate typically engage—palmtop computers, electronic clipboards, cash registers, electronic cameras,...
Professor Amar Bhide showed in his Origin and Evolution of New Business that 93 percent of all companies that ultimately become successful had to abandon their original strategy—because the original p...
Core competence, as it is used by many managers, is a dangerously inward-looking notion. Competitiveness is far more about doing what customers value than doing what you think you’re good at. And stay...
When my invitation centered on how the Church would interest them, Tom wasn’t interested. But when I asked for help, Tom said, Sure. He and his wife have become wonderful members of our ward.
Creating the right experiences and then integrating around them to solve a job, is critical for competitive advantage. That’s because while it may be easy for competitors to copy products, it’s diffic...
We adhere to the saying, if it ain’t broke, don’t fix it, while not really questioning whether it is broke.
The Indivo system resolves the Problem of Mutual Accommodation of Interdependent Systems summarized earlier by inserting a layer of virtualization between two interdependent structures. It makes the d...
What are they really trying to accomplish and why isn’t what they’re doing now working? What is causing their desire for something new? One simple way to think about these questions is through storybo...
Does that mean that we should never hire or promote an inexperienced manager who had not already learned to do what needs to be done in this assignment? The answer: it depends. In a start-up company w...
Data is not the phenomenon. It represents the phenomenon, but not very well.
Keeping high-volume procedures within general hospitals allows hospitals to subsidize the unique, low-volume specialized capabilities that are so central to the value proposition of their solution sho...
Is embedded in an organization in which most people are continually questioning why the project is being done at all. Projects make sense to people if they address the needs of important customers, if...
WHEN YOU WERE ten years old and someone asked you what you wanted to be when you grew up, anything seemed possible. Astronaut. Archaeologist. Fireman. Baseball player. The first female president of th...
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