# Jobs-to-be-Done Framework Worksheet

## Overview
The Jobs-to-be-Done (JTBD) Framework helps you understand what customers are really trying to accomplish when they "hire" your product or service. It focuses on the progress customers want to make in a given circumstance, rather than product features or customer demographics.

## Pre-Analysis Setup

**Organization:** _________________________________
**Product/Service:** _________________________________
**Date:** _____________
**Analysis Team:** _________________________________
**Market Segment:** _________________________________

## Core Job Identification

### Main Job-to-be-Done
**Job Statement Format:** When _______ (situation), I want to _______ (motivation), so I can _______ (expected outcome).

**Primary Job:**
When _________________________________________________________________
I want to _____________________________________________________________
So I can _____________________________________________________________

### Job Context
**Circumstances/Situation:**
- Where: ______________________________________________________________
- When: _______________________________________________________________
- With whom: __________________________________________________________
- While doing: ________________________________________________________

**Trigger Events:**
1. _________________________________________________________________
2. _________________________________________________________________
3. _________________________________________________________________
4. _________________________________________________________________

## Job Decomposition

### Functional Jobs
*What functional task is the customer trying to accomplish?*

**Core Functional Job:** ______________________________________________

**Sub-Jobs:**
1. _________________________________________________________________
2. _________________________________________________________________
3. _________________________________________________________________
4. _________________________________________________________________
5. _________________________________________________________________

**Job Steps/Process:**
1. [ ] Prepare: _______________________________________________________
2. [ ] Locate: ________________________________________________________
3. [ ] Confirm: _______________________________________________________
4. [ ] Execute: _______________________________________________________
5. [ ] Monitor: _______________________________________________________
6. [ ] Modify: ________________________________________________________
7. [ ] Conclude: ______________________________________________________
8. [ ] Evaluate: ______________________________________________________

### Emotional Jobs
*How does the customer want to feel or be perceived?*

**Personal Dimension:**
- [ ] Feel: ___________________________________________________________
- [ ] Avoid feeling: __________________________________________________
- [ ] Achieve state of: _______________________________________________

**Social Dimension:**
- [ ] Be perceived as: ________________________________________________
- [ ] Avoid being seen as: ____________________________________________
- [ ] Status/Image: ____________________________________________________

### Social Jobs
*How does the customer want to be perceived by others?*

1. _________________________________________________________________
2. _________________________________________________________________
3. _________________________________________________________________
4. _________________________________________________________________

## Customer Forces Analysis

### Push Forces
*What's pushing customers away from current solution?*

**Problems with Current Solution:**
1. Problem: _________________ Severity (1-10): _____ Frequency: _______
2. Problem: _________________ Severity (1-10): _____ Frequency: _______
3. Problem: _________________ Severity (1-10): _____ Frequency: _______
4. Problem: _________________ Severity (1-10): _____ Frequency: _______

### Pull Forces
*What's attracting customers to new solution?*

**Desired Outcomes:**
1. Outcome: _________________ Importance (1-10): _____ Current Satisfaction: _____
2. Outcome: _________________ Importance (1-10): _____ Current Satisfaction: _____
3. Outcome: _________________ Importance (1-10): _____ Current Satisfaction: _____
4. Outcome: _________________ Importance (1-10): _____ Current Satisfaction: _____

### Anxiety Forces
*What concerns do customers have about switching?*

1. Anxiety: _________________ Impact (H/M/L): _____ Mitigation: ________
2. Anxiety: _________________ Impact (H/M/L): _____ Mitigation: ________
3. Anxiety: _________________ Impact (H/M/L): _____ Mitigation: ________
4. Anxiety: _________________ Impact (H/M/L): _____ Mitigation: ________

### Habit Forces
*What keeps customers with current solution?*

1. Habit: _________________ Strength (H/M/L): _____ Breaking strategy: _
2. Habit: _________________ Strength (H/M/L): _____ Breaking strategy: _
3. Habit: _________________ Strength (H/M/L): _____ Breaking strategy: _
4. Habit: _________________ Strength (H/M/L): _____ Breaking strategy: _

## Success Metrics Definition

### Desired Outcomes Prioritization
*What does success look like for the customer?*

| Desired Outcome | Importance (1-10) | Current Satisfaction (1-10) | Opportunity Score* |
|----------------|------------------|---------------------------|-------------------|
| | | | |
| | | | |
| | | | |
| | | | |
| | | | |

*Opportunity Score = Importance + (Importance - Satisfaction)

### Success Criteria
**Customer's Definition of Success:**
1. _________________________________________________________________
2. _________________________________________________________________
3. _________________________________________________________________
4. _________________________________________________________________

**Measurable Indicators:**
1. Metric: _________________ Target: _________ Current: _____________
2. Metric: _________________ Target: _________ Current: _____________
3. Metric: _________________ Target: _________ Current: _____________

## Competitive Analysis

### Current Solutions Audit
*What are customers currently using to get the job done?*

| Solution | % Using | Strengths | Weaknesses | Why Hired | Why Fired |
|----------|---------|-----------|------------|-----------|-----------|
| | | | | | |
| | | | | | |
| | | | | | |
| | | | | | |

### Non-Consumption Analysis
**Why are some people not hiring any solution?**
1. _________________________________________________________________
2. _________________________________________________________________
3. _________________________________________________________________
4. _________________________________________________________________

**Barriers to Adoption:**
- [ ] Cost: ___________________________________________________________
- [ ] Complexity: _____________________________________________________
- [ ] Access: _________________________________________________________
- [ ] Awareness: ______________________________________________________
- [ ] Other: __________________________________________________________

## Solution Design

### Job-Focused Value Proposition
**Core Value Proposition:**
We help _________________ (customer)
Who want to _____________ (job)
By _____________________ (solution)
Unlike _________________ (alternatives)
We _____________________ (unique approach)

### Feature Prioritization by Job Relevance

| Feature/Capability | Job Relevance (1-10) | Current Performance | Priority | Investment |
|-------------------|---------------------|-------------------|----------|------------|
| | | Excellent/Good/Poor | H/M/L | $_____ |
| | | Excellent/Good/Poor | H/M/L | $_____ |
| | | Excellent/Good/Poor | H/M/L | $_____ |
| | | Excellent/Good/Poor | H/M/L | $_____ |

### Job-Based Innovation Opportunities

**Underserved Outcomes:**
1. Outcome: _________________ Innovation idea: ________________________
2. Outcome: _________________ Innovation idea: ________________________
3. Outcome: _________________ Innovation idea: ________________________

**Overserved Outcomes:**
1. Outcome: _________________ Simplification idea: ___________________
2. Outcome: _________________ Simplification idea: ___________________
3. Outcome: _________________ Simplification idea: ___________________

## Market Sizing

### Job Frequency & Importance
- How often does this job arise? _____________________________________
- How many people have this job? ______________________________________
- How important is getting it done well? _____________________________
- Current market size: $_______________________________________________
- Potential market size: $_____________________________________________

### Segment Analysis
| Segment | Job Variation | Frequency | Willingness to Pay | Market Size |
|---------|--------------|-----------|-------------------|-------------|
| | | | $_____ | $_____ |
| | | | $_____ | $_____ |
| | | | $_____ | $_____ |
| | | | $_____ | $_____ |

## Customer Journey Through Job

### Job Timeline
**Before the Job:**
1. Trigger: _________________ Time: _________ Action: _______________
2. Research: ________________ Time: _________ Action: _______________
3. Decision: ________________ Time: _________ Action: _______________

**During the Job:**
1. Setup: ___________________ Time: _________ Pain points: __________
2. Execution: _______________ Time: _________ Pain points: __________
3. Monitoring: ______________ Time: _________ Pain points: __________

**After the Job:**
1. Evaluation: ______________ Time: _________ Metrics: _____________
2. Maintenance: _____________ Time: _________ Needs: _______________
3. Repeat/Refer: ___________ Time: _________ Triggers: ____________

## Communication Strategy

### Job-Based Messaging
**Headline:** _________________________________________________________
**Supporting Points:**
1. _________________________________________________________________
2. _________________________________________________________________
3. _________________________________________________________________

### Proof Points
| Customer Outcome | Evidence/Metric | Customer Story |
|-----------------|----------------|----------------|
| | | |
| | | |
| | | |

## Implementation Roadmap

### Quick Wins (Address immediate job pains)
- [ ] Initiative: _________________ Outcome addressed: _______________
- [ ] Initiative: _________________ Outcome addressed: _______________
- [ ] Initiative: _________________ Outcome addressed: _______________

### Medium-term Improvements (Enhance job completion)
- [ ] Initiative: _________________ Outcome addressed: _______________
- [ ] Initiative: _________________ Outcome addressed: _______________
- [ ] Initiative: _________________ Outcome addressed: _______________

### Long-term Innovation (Redefine the job)
- [ ] Initiative: _________________ Outcome addressed: _______________
- [ ] Initiative: _________________ Outcome addressed: _______________
- [ ] Initiative: _________________ Outcome addressed: _______________

## Validation & Testing

### Customer Interview Guide
**Screening Questions:**
1. When did you last [experience situation]? __________________________
2. What were you trying to accomplish? _________________________________
3. How did you solve it? ______________________________________________

**Job Exploration:**
1. Walk me through the last time you... _______________________________
2. What was the hardest part? _________________________________________
3. What would have made it easier? ____________________________________
4. How did you know you were done? ____________________________________
5. How did you measure success? _______________________________________

### Testing Hypotheses
| Hypothesis | Test Method | Success Criteria | Result |
|------------|-------------|-----------------|--------|
| | | | |
| | | | |
| | | | |

## Success Metrics & KPIs

### Job Completion Metrics
- Time to complete job: Current _____ Target _____
- Success rate: Current ____% Target ____%
- Effort required: Current _____ Target _____
- Customer satisfaction: Current _____ Target _____

### Business Impact Metrics
- Market share in job: Current ____% Target ____%
- Revenue per job: Current $_____ Target $_____
- Customer lifetime value: Current $_____ Target $_____
- Referral rate: Current ____% Target ____%

## Review & Evolution

### Job Evolution Monitoring
- [ ] Technology changes affecting job
- [ ] Regulatory changes affecting job
- [ ] Social changes affecting job
- [ ] Economic changes affecting job
- [ ] Competitive changes affecting job

### Review Schedule
- [ ] Monthly outcome satisfaction survey: _____________
- [ ] Quarterly job analysis review: _____________
- [ ] Annual job redefinition workshop: _____________

## Example Jobs-to-be-Done Analysis

**Product:** Project Management Software
**Primary Job:** When I'm managing multiple projects with distributed teams, I want to keep everyone aligned on priorities and progress, so I can deliver projects on time and within budget.

**Functional Jobs:**
- Plan project timelines and dependencies
- Assign tasks and track completion
- Communicate updates and changes
- Monitor resource utilization
- Report progress to stakeholders

**Emotional Jobs:**
- Feel confident about project status
- Be seen as an organized, effective leader
- Avoid the anxiety of surprises

**Key Outcomes:**
1. Know project status in real-time (Importance: 9, Satisfaction: 4)
2. Prevent tasks from falling through cracks (Importance: 10, Satisfaction: 5)
3. Keep team members accountable (Importance: 8, Satisfaction: 6)

**Innovation Opportunity:** AI-powered risk detection that proactively alerts PMs to potential delays before they impact timelines.

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*Completed by:* _____________
*Date:* _____________
*Next Review:* _____________