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Jobs to be done: theory to practice

Jobs to be done: theory to practice

by Anthony W. Ulwick

Innovation and Entrepreneurship

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Synopsis

Why do so many innovation projects fail? What are the root causes of failure? How can they be avoided?
Since 1991, Tony Ulwick has pioneered an innovation process that answers these questions. In 1999, Tony introduced Clayton Christensen to the idea that “people have underlying needs or processes in their lives, that they are addressing in some way right now” – an insight that was to become Jobs-to-be-Done Theory.
For 26 years, Ulwick and his company, Strategyn, have helped over 400 companies put Jobs-to-be-Done Theory into practice with a success rate of 86%, a 5-fold improvement.
YOU WILL LEARN
Why companies fail at innovation and how to avoid critical mistakes.

How to employ the Jobs-to-be-Done Needs Framework to categorize, define, capture, and prioritize customer needs including the following:

-The Core Functional Job-to-be-Done and Desired Outcomes
-Related Jobs
-Emotional and Social Jobs
-Consumption Chain Jobs
-Financial Desired Outcomes

A Jobs-to-be-Done Growth Strategy Matrix to categorize, understand, and employ 5 growth strategies: differentiated, dominant, disruptive, discrete, and sustaining.

Outcome-Based Segmentation

Outcome-Driven Innovation, the tested innovation process that ties customer-defined metrics to the customer’s Job-to-be-Done

The Language of Jobs-to-be-Done – the syntax and lexicon of innovation.
I call him the Deming of Innovation because, more than anyone else, Tony has turned innovation into a science,” says the ‘father of modern marketing,’ Philip Kotler, Kellogg School of Management, Northwestern.

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