July 2023
Intermediate to advanced
400 pages
4h 7m
Japanese
Content preview from Running Lean 第3版 ―リーンキャンバスから始める継続的イノベーションフレームワーク
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8章顧客以上に課題を理解する
顧客の課題を顧客以上にうまく説明できれば、顧客の知識を自動的に獲得できます。顧客はあなたが適切なソリューションを持っていると信じ始めるのです。有名なマーケッターであるジェイ・エイブラハムは、この現象を「卓越の戦略」と呼んでいます。
あなたも病院で同じ経験したことがあるはずです。医者は診察したらすぐに病気を突き止め、処方箋を書いているわけではありません。専門的な知識を使いながら病状を推測し、体系的な消去法のプロセスで判断を下しているのです。
NOTE
顧客の課題を理解すれば、スーパーパワーが手に入ります。
本章では、課題発見スプリントで顧客を深く理解する方法を説明します（図8-1）。
図8-1 課題発見スプリント
8.1 課題の問題
顧客と会話して課題を明らかにするという考えはシンプルですが、実際にうまくやるのは大変です。顧客から課題を聞くことは簡単ではありません。理由は以下です。
- 顧客は課題をわかっていない可能性があるから
- セラピーに通う人がいますが、それには理由があります。課題に深く入り込み、根本的要因を突き止めるには、第三者が必要なのです。
- 顧客はあなたに言いたくない可能性があるから
- 課題を認めることで、不安や不快を感じることがあります。あなたを心の底から信頼していない限り、顧客は課題を教えてはくれないでしょう。
- あなたが答えにバイアスをかける可能性があるから
- 課題を見つけようとして、特定の領域にスポットライトを当てると、顧客の答えに過剰に反応するようになります。木を見て森を見逃してしまいます。 ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.