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Milutina Milankovića 1i, 11070 Novi Beograd
Undestanding the job
You think that the customer is the right choice for the analysis?
What do customers want?
You think that the customer is the right choice for the analysis? It often happens to you that analysis that have been done don’t have effect on sales? You didn’t think until now about the job that needs to be done?
Architecture and levels of job analysis
Why customers purchase products or hire the certain services? What are their previous experiences with purchase and usage of the products? How are you going to do further integration of experience and understanding what needs to be offered?
Observation and asking the questions
You didn’t observe your clients until now? How often do you talk with your buyers about the reasons of their purchase? Do you have a system that you follow?
Understanding the job
Most of the companies in today’s digital environment own special software for gathering and processing of the data. Based on that data companies try to develop advanced product or service that will be made based on the desire of the market. At the end, when new product is being presented, managers do not come to the desired results of sales. Why does that happen? One of the reasons is that companies in their analysis observe profile of the customers and their characteristics and not the cause why those customers decide to hire certain product or service. That cause is the job. If we define job as a concrete problem in a certain situation that customers want to solve with a purchase of the product or service, then we change focus of analysis from customer to job to be done. After that, our perspective of observing the process of purchase becomes diametrically different.