How to deal with the customer who does not know what he

wants?

BA Stand Up | 16.07.2015

Our customer looks like…

- Lewis Carrol, Alice in Wonderland

Alice: Would you tell me, please, which way I ought to go from here?The Cat: That depends a good deal on where you want to get toAlice: I don't much care where.The Cat: Then it doesn't much matter which way you go.Alice: So long as I get somewhere.The Cat: Oh, you're sure to do that, if only you walk long enough.

Who is the customer?

What is the customer`s problem?

Who are the users?

How will the solution help the user in their day-to-day activities?

How will solving the problem help our business?

WHICH IS THE PAIN

SMART AIM

MARKET RESEARCH

PROPOSE ALTERNATIVES PERSUADE

USE TECHNIQUES

BUSINESS CANVAS

VALUE PROPOSITION CANVAS

YOU ARE CONSULTANTPersuade where you see you need to

Software Requirement, Karl Wiegers

BABOK

Business models generation, Alexander Osterwalder

Start with “Why”, Simon Sinek

READ:

Aksena Krykun

Oksana.Krykun

krykun.oksana@gmail.com

ASK:

Q&A ?