unbillable hours - a podcast about better professional services marketing C2E8 - Describing your clients' needs, struggles, and options (Value Proposition Design, part 4)
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Mar 21, 2025 Explore the intricacies of understanding clients' needs and struggles, as the hosts break down the jobs-to-do framework. Learn how to address hurdles that clients face and discover effective strategies for problem-solving. Delve into the significance of recognizing client objectives and the importance of presenting viable alternatives. Insights on enhancing service value propositions with creativity and technology add depth to the discussion. It's all about aligning your offerings with the challenges your clients truly encounter!
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Understanding Client Goals
- Always ask clients what they are trying to achieve before problem-solving.
- Then, identify blockers and solutions.
Analytics Firm Example
- Flo uses an example of a US firm specializing in analytics capabilities to illustrate the concept.
- The firm helps clients improve their ability to make sense of data.
Identifying Client Struggles
- When listing client jobs, note which steps are typically nonsensical or fail.
- Also identify where clients struggle the most, as this helps tailor services and messaging.