Tangible Next Steps - Founder-Centric F-Day at UCL SMILE
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Do less entrepreneurs first
- 1. Not enough time? Not enough money?
- 2. Do less.
- 3. Grow with efficiency.
- 4. 3 ways to Do Less. Limiting work-in-progress. Letting go. Being picky about your first customers.
- 5. Limit your work in progress.
- 6. Tenacity Good for vision, inventing and improving. Bad for getting stuck on specifics that don’t work.
- 7. Early traction.
- 8. Earlyvangelists Have the problem Know they have the problem! Have budget to solve it. Have looked for a solution. Have tried to build a solution.
- 9. Choose your customer.
- 10. Vague customer definitions.
- 11. Multiple customer definitions.
- 12. Is this conversation useful?
- 13. Lack of direction.
- 14. Clear definitions speed progress.
- 15. Specific definitions allow for validation or invalidation.
- 16. Zoom in! Find early adopters. Find specific customers. Specific value propositions are more compelling and help you get early traction. (Thanks to Alex Osterwalder and Brant Cooper - this workshop is based on their work.)
- 17. Take a look at the customers’ world Looking at different aspects of their lives, we’ll examine our own beliefs about them, who they are – and if they really exist, how to frame our value in their context.
- 18. Jobs-to- be-done Obstacles Goals & gains Current Solution
- 19. Drill-down questions Jobs-to- be-done Obstacles Goals & gains Current Solution
- 20. Drill-down questions Jobs-to- be-done What’s the root cause? Obstacles Goals & gains Current Solution
- 21. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Goals & gains Current Solution
- 22. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Can this be split up into different types? Goals & gains Current Solution
- 23. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point? Goals & gains Current Solution
- 24. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point? Goals & Does this relationship exist every time? gains Current Solution
- 25. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point? Goals & Does this relationship exist every time? gains eg. Does everyone who chooses this solution have the same obstacles? Current Solution
- 26. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point? Goals & Does this relationship exist every time? gains eg. Does everyone who chooses this solution have the same obstacles? Are there particular customers that match Current these new groups? Solution
- 27. Drill-down questions Jobs-to- be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into? Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point? Goals & Does this relationship exist every time? gains eg. Does everyone who chooses this solution have the same obstacles? Are there particular customers that match Current these new groups? Solution Can you define that customer segment in one word? Are they “a thing?” Are they easily findable?
- 28. How deep do you go? Until you have short, understandable customer segments, identifyable as real types of people (not attributes), that you know where to find. Until you have a customer segment that is specific enough to give you a falsifiable hypothesis.
- 29. Customer Goals & gains Segments Bloggers Jobs-to- be-done Current solutions Obstacles
- 30. Customer Goals & gains Segments Bloggers Jobs-to- be-done Current solutions Obstacles Posts get no love!
- 31. Customer Goals & gains Segments Bloggers Bad bloggers Jobs-to- be-done Current solutions Obstacles Posts get no love!
- 32. Customer Goals & gains Segments Bloggers Bad bloggers Jobs-to- be-done Current solutions Obstacles Posts get no love! Archives get no love!
- 33. Customer Goals & gains Segments Bloggers Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Obstacles Posts get no love! Archives get no love!
- 34. Customer Goals & gains Segments Bloggers Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Getting traffic Obstacles Posts get no love! Archives get no love!
- 35. Customer Goals & gains Audience Segments Bloggers Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Getting traffic Obstacles Posts get no love! Archives get no love!
- 36. Customer Goals & gains Audience Segments Customer base Bloggers Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Getting traffic Obstacles Posts get no love! Archives get no love!
- 37. Customer Goals & gains Audience Segments Customer base Bloggers Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Obstacles Posts get no love! Archives get no love!
- 38. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Obstacles Posts get no love! Archives get no love!
- 39. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Obstacles Bloggers who want Posts get no love! influence Archives get no love!
- 40. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Obstacles Bloggers who want Posts get no love! influence Speakers! Archives get no love!
- 41. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Doing talks Obstacles Bloggers who want Posts get no love! influence Speakers! Archives get no love!
- 42. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Doing talks Obstacles Bloggers who want Writing books influence Posts get no love! Speakers! Archives get no love!
- 43. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Doing talks Obstacles Bloggers who want Writing books influence Posts get no love! Speakers! Archives get no love! Authors!
- 44. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Doing talks Obstacles Bloggers who want Writing books influence Posts get no love! Guest posts Speakers! Archives get no love! Authors!
- 45. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Doing talks Obstacles Bloggers who want Writing books influence Get Posts get no love! conversations Guest posts Speakers! Archives get no going love! Authors!
- 46. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Understanding Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Doing talks Obstacles Bloggers who want Writing books influence Get Posts get no love! conversations Guest posts Speakers! Archives get no going love! Authors!
- 47. Customer Goals & gains Audience Segments Customer base Bloggers Influence Bad bloggers Understanding Bloggers w/ Jobs-to- archives be-done Current solutions Bloggers w/ Getting customers traffic Doing talks Obstacles Bloggers who want Writing books influence Get Posts get no love! conversations Guest posts Speakers! Archives get no going love! Authors! Authors starting a book
