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Wooden chips with lightbulbs on them, one chip's bulb is illuminated
October 31, 2023
Revenue Growth Unleashed: When to Apply the JTBD Advantage (Part 2)
Revenue Growth Unleashed: When to Apply the JTBD Advantage (Part 2) For today’s blog, I had intended to continue answering the question that a senior executive posed to a panel of my clients at an executive breakfast a number of years ago: “What can Jobs-to-Be-Done (JTBD) do for me that my salespeople can’t?” What a ...
by Urquhart Wood
Businessman making excited "YES" motion
October 17, 2023
What Can Jobs-to-Be-Done Do that My Salespeople Can’t? (Part 1)
What Can Jobs-to-Be-Done Do that My Salespeople Can't? (Part 1) Maybe you’ve asked that question, too? A senior executive in the audience posed that question to a panel of my clients at an executive breakfast I hosted a number of years ago. One of my clients answered, “I don’t know, but he found opportunities (for ...
by Urquhart Wood
Four pieces of crumpled paper, followed by one origami crane flying
October 17, 2023
The Creativity Myth: Why Focus Beats Ideas for Innovation

The Creativity Myth: Why Focus Beats Ideas for Innovation Maybe you know, it’s hard for many organizations to stand out from the competition and grow. To differentiate and grow is especially hard for organizations in complex markets because they don’t know which of the target customers’ needs remain unmet by their own offerings and their …

by Urquhart Wood
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September 12, 2023
What’s the ONE Thing You Can Do to Innovate and Grow?
What's the ONE Thing You Can Do to Innovate and Grow? Some of you may be familiar with the New York Times bestseller, “The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results,” by Gary Keller with Jay Papasan. Gary built Keller Williams Realty International from a single office in Austin, Texas, to the #1 ...
by Urquhart Wood
August 25, 2023
To Drive Growth in a Core Market, Forget About Your Offer!
To Drive Growth in a Core Market, Forget About Your Offer! Establishing a competitive advantage is hard for most companies. That’s often because they don’t know which of their target customers’ needs are going unmet by their own offerings and their competitors’ offerings. This leads to a guessing game, high failure rates, wasted time and ...
by Urquhart Wood
August 3, 2023
How to Find and Capture New Markets Without False Starts
How to Find and Capture New Markets Without False Starts Have you ever been stuck in the rut of "internally focused innovation?" That is, caught in a trap of only being able to generate ideas that are either "me-too" or just more of what you're already doing? The key to success with innovation is to ...
by Urquhart Wood
July 21, 2023
How to Create a Seamless and Delightful Customer Experience
How to Create a Seamless and Delightful Customer Experience In my last article, 3 Growth Strategies JTBD Makes Easy, I gave a quick overview of the Jobs-to-Be-Done (JTBD) innovation approach so you could see how organizations use each strategy to drive innovation and growth in a systematic manner. The three growth strategies are: To grow a ...
by Urquhart Wood
July 11, 2023
3 Growth Strategies JTBD Makes Easy
3 Growth Strategies JTBD Makes Easy The only hope that we can reliably create new and improved offerings that customers will want lies in first understanding what target customers are trying to accomplish and how they measure success. Everything else is a guessing game. Before I reveal the 3 growth strategies that Jobs-to-Be-Done (JTBD) makes ...
by Urquhart Wood
How to Move from Competitive Confusion to Competitive Advantage
June 19, 2023
How to Move from Competitive Confusion to Competitive Advantage
How to Move from Competitive Confusion to Competitive Advantage I was impressed with his candor as I listened to the CEO of a well-established digital agency confess that their #1 challenge is “competitive confusion.” He was referring to the situation where he and the CMO are confused about what distinctive results their organization delivers versus ...
by Urquhart Wood
June 1, 2023
Change Your Benchmark and Change the Game
Change Your Benchmark and Change the Game A chief reason why Jobs-to-Be-Done (JTBD) delivers exceptional innovation results is because it identifies why people buy products and services: to get their jobs done. A “job” is simply a problem to be solved or an objective to be accomplished. Jobs come in three types: functional, emotional, and ...
by Urquhart Wood
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