Question: Karen just got home late from work and her kids are hungry. Which of the following BEST describes her job to be done?
- “I need to feed my kids a healthy meal that won’t take long to make.”
- “I just got home late from work and my kids are hungry.”
- “It’s dinnertime and I don’t know what to make.”
- “I don’t want to cook right now, but I have to.”
Explanation
A Job to Be Done (JTBD) captures the outcome the customer is trying to achieve, focusing on their underlying motivation and desired result. In this case, the goal is to provide a healthy, quick meal for her kids. JTBD frames the problem in terms of the customer’s needs and desired outcomes rather than situational context or feelings. Outcome-oriented framing allows sales and marketing to design solutions that directly address the customer’s objectives.
Why the other options are incorrect
B) This describes the situation, not the customer’s desired outcome.
C) This expresses uncertainty, not the actionable goal or motivation.
D) This conveys frustration but does not define the specific result the customer seeks.
Source for verification
HubSpot Jobs to Be Done Framework
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