- Hardcover: 224 pages
- Publisher: AMACOM - US; Special edition (27 February 2019)
- Language: English
- ISBN-10: 0814438032
- ISBN-13: 978-0814438039
- Product Dimensions: 15.9 x 1.9 x 23.5 cm
- Boxed-product Weight: 445 g
- Average Customer Review: 1 customer review
- Amazon Bestsellers Rank: 77,465 in Books (See Top 100 in Books)
Other Sellers on Amazon
+ FREE Delivery
+ $11.50 Delivery
Jobs To Be Done: A Roadmap For Customer-Centered Innovation Hardcover – 27 Feb 2019
Customers who bought this item also bought
"Jobs to be Done is a recipe book to help organizations move innovation projects forward." --InnovationManagement.se
"Comprehensive advice is given throughout so the reader can easily use this book as a blueprint or roadmap for future change." --Ingram Media
..".the authors begin the process of convincing readers that, yes, this is a far, far better innovation mousetrap. And through clear narrative and illustrations, 'jobs to be done' is positioned as a 'can do' architecture for business and nonprofits alike." --Booklist
"For any business leader that is concerned about maintaining innovation and customers, the book's framework and overall expertise provide a guide that is easy to follow." --Small Business Trends
Best Book Awards Business category
American Business Awards: Bronze Stevie Award Winner
"While it might seem paradoxical, most businesses actually see the customer as an obstacle. Jobs to be Done helps businesses orient their focus back to the customer." --Small Business Trends
From the Inside Flap
In a challenging economy filled with nimble competitors, no one can afford to stagnate. Yet, innovation is notoriously difficult. Only 1 in 100 new products are successful enough to cover development costs, and even fewer impact a company’s growth trajectory. So how do you pinpoint the winning ideas that customers will love?
Sifting through purchasing data for clues about what might sell or haphazardly brainstorming ideas are typical strategies. But Jobs to Be Done offers a far more precise and effective approach: determining the drivers of customer behavior—those functional and emotional goals that people want to achieve. Using the Jobs method, it becomes easy to see that people don’t really need a 1/4-inch drill bit, but rather a 1/4-inch hole. They’re not just buying ice cream, but also celebration, bonding, and indulgence.
This simple shift in perspective opens up new insights about your customers and a wealth of hidden opportunities. Social media newcomer Snapchat, for example, used the Jobs process to capture the millennial demographic. The company satisfied its users’ unmet needs to document real life, in the moment, while retaining control over their privacy.
Packed with similar examples from every industry, this guide explains the foundational concepts laid out in Clayton Christensen’s The Innovator’s Solution and presents a detailed action plan developed by innovation expert Stephen Wunker and his team. From ideation to iteration, you’ll learn how to:
• Figure out what customers really want, even if they can’t express it
•Sort valuable insights from less useful customer data
• Dig into the underlying “why” of consumer behavior, beyond the “what”
• Target unaddressed jobs to be done that have the power to disrupt
• Identify key customer segments you didn’t know existed
• Develop solutions that work with ingrained habits, not against them
• Use a Jobs-based lens to get a broader view of the competition
• Generate better ideas in brainstorming sessions and vet your solutions
• Sidestep common mistakes, such as engaging in “feature wars”
• Spot emerging trends that are changing how customers will behave
• Work customer insights into the design process
• And much more.
Jobs to Be Done gives you a clear-cut framework for thinking about your business and a roadmap for discovering new markets, products, services, and creative opportunities to innovate your way to success.
Stephen Wunker worked with Clayton Christensen for years, building out consulting practices based on his teachings. He now runs New Markets Advisors. He has written for Forbes, Harvard Business Review, and The Financial Times.
Jessica Wattman leads New Markets’ social innovation practice. She has applied Jobs principles in work from Afghanistan to Zimbabwe.
David Farber is a manager at New Markets. An avid hiker and traveler, he has explored six continents.
Showing 1-1 of 1 reviews
There was a problem filtering reviews right now. Please try again later.
It fails to provide a clear roadmap to applying the framework and lacks detail on the actual framework, unlike the name suggests.
I'd steer clear and opti for Anthony Ulwicks book or some of the areas on Medium dedicated to this methodology.
Most helpful customer reviews on Amazon.com
Here are the steps it lays out in its “jobs roadmap.” Each of these have tools, do’s and don’ts, examples, etc.:
- Establish objectives
- Plan your approach
- Discover the jobs
- Understand the job drivers (what makes people/organizations prioritize jobs differently, links to segmentation approaches)
- Map current approaches and pain points
- Identify success criteria for new solutions
- Investigate obstacles to adopting those solutions
- Determine the value that can be created by accomplishing those jobs well
- Assess what the “real” competition is for accomplishing those jobs
- Generate ideas based on those insights
- Reframe your perspective
- Experiment and iterate
Each of these elements is a chapter. There’s a final chapter on how a Fortune 500 company rolled this out as a standard methodology, and two appendices, one on the very detailed example and one on public sector applications of the concepts.
Here’s the contrast to a couple other books on this that came out around the same time:
- Competing Against Luck is excellent, but it’s higher level. There’s one figure in the whole book. It’s not a toolkit, and it doesn’t pretend to be.
The two books are good complements
- There’s what seems to be a self-published e-book called “Jobs to be Done: Theory to Practice”, but it reads like a commercial and doesn’t tell
you almost anything that you can really put to use. Their “84 step process” includes such surprising steps as recruit participants, and
develop a questionnaire, without saying a single thing about how to do that. It’s literally just those words as the steps – that’s it. Not useful.
This book, in contrast, doesn’t require you to buy a workshop or consulting project to actually apply the thinking.
I wish more business books were like this one!
This is the central argument expressed by the authors, who believe that people purchase products and services to solve a specific problem or need. If a company can focus on the “jobs to be done” by a product or service for a customer, their innovation, development and sales processes can be much more successful.
It all makes for an interesting read. You can be wise and say that it is an obvious argument, but if that’s the case why are so many seemingly overlooking it? By reading this book maybe you can reboot your mindset and start to look at things in a different light. The style of the book was a little challenging and it felt disjointed, meaning that it was a bit easy to skip over sections, but the central theme and guidance is the main thing.
Comprehensive advice is given throughout so the reader can easily use this book as a blueprint or roadmap for future change. It would be something that you would probably be consulting on many occasions, so the complaint about a disjointed feel may fade away with many visits. It probably affects the initial, sequential read and slightly risks reader interaction and engagement.
It is definitely worthy of consideration in any case, assuming that your company does not already look at what customers need!
Jobs to be Done has sparked many valuable conversations at work about how to be innovative and engage with our customer base.
Look for similar items by category
- Books > Business & Economics > Education & Reference
- Books > Business & Economics > Management & Leadership > Decision-Making & Problem Solving
- Books > Business & Economics > Management & Leadership > Management
- Books > Business & Economics > Marketing & Sales > Customer Relations
- Books > Business & Economics > Marketing & Sales > Marketing > Brand Management
- Books > Business & Economics > Marketing & Sales > Marketing > Research
- Books > Business & Economics > Processes & Infrastructure > Research & Development
- Books > Business & Economics > Skills > Decision Making
- Books > Textbooks & Study Guides