What would the cost of [a] hamburger at TGI Fridays be if, instead of paying for the outcome of good food delivered in a congenial location by friendly service, we actually just paid for the number of...
We could cite many cases of companies’ similar attempts to create new-growth platforms after the core business had matured. They follow an all-too-similar pattern. When the core business approaches ma...
The structures and initial conditions that are required for successful growth are enumerated in the chapters of this book. They include starting with a cost structure in which attractive profits can b...
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...
The evidence summarized in this matrix may be of some use to venture capital investors, as a general way to frame the riskiness of proposed investments. It suggests that start-ups which propose to com...
Research suggests that in over 90 percent of all successful new businesses, historically, the strategy that the founders had deliberately decided to pursue was not the strategy that ultimately led to...
Processes are invisible from a customer’s standpoint—but the results of those processes are not. Processes can profoundly affect whether a customer chooses your product or service in the long run. And...
Often even more perplexing, however, is when these problems arise within the mind of the same person: when the right decision for the long term makes no sense for the short term;
Making that possible involved creating relationships with several partners who helped Medtronic accomplish customers’ jobs. Through the assessment of Healthy Heart for All, Medtronic understood the ne...
It turns out that for most people who have chronic diseases with deferred consequences, improve my financial health is a much more pervasively experienced job than maintain my physical health.
I had thought the destination was what was important, but it turned out it was the journey.
I had thought the destination was what was important, but it turned out it was the journey. It
Helping me feel like a good dad is not a Job to Be Done. It’s important to me, but it’s not going to trigger me to pull one product over another into my life. The concept is too abstract. A company co...
Given that aim, technology, as used in this book, means the processes by which an organization transforms labor, capital, materials, and information into products and services of greater value.
What’s most important to you in your career? The problem is that what we think matters most in our jobs often does not align with what will really make us happy.
Understand and harness the principles of disruptive innovation.
The only metrics that will truly matter to my life are the individuals whom I have been able to help, one by one, to become better people.
The innovator’s dilemma: Should we invest to protect the least profitable end of our business, so that we can retain our least loyal, most price-sensitive customers? Or should we invest to strengthen...
Railroads fell into the trap of letting the product define the market they were in, rather than the job customers were hiring them to do. They
You’ll see that without theory, we’re at sea without a sextant.