Learn more about Customer Interviews, other Pre-Agile tools, and our upcoming book by signing up for Innovation At Work (www.wonful.co/newsletter). **** Do you use Lean Startup or Agile to build great products? Did you know there's something you have to do before you start your Lean Startup or Agile process to make sure you don't build the wrong thing really, really well? That's right - customer Interviews! Using customer interviews and other Pre-Agile methodologies and tools, you can identify your customers, figure out what problems they have, and then come up with a solution that solves that problem!

1. The Questions You
Should Be Asking…
But Aren’t
wonful
wonful consulting.
wonful.co

2. In pairs, answer:
“What do you hope to give, and get,
wonful
from this conference?”

3. PreAgile
wonful
“Stop Building the Wrong
Thing Really Well”

4. How many products are built
wonful
1. Have awesome idea for a product and build it.
2. Develop value prop.
3. Get customers.
!
!
!
Sometimes this works.
But most times, it doesn’t.

5. How products should be built
wonful
1. Customer
2. Their Problem
3. Your Solution

6. Product Development Lifecycle
wonful

7. PreAgile Design Loop
wonful

8. Part 1: The Rules
Rule #1: Pull, Don’t Push
Rule #2: No Ice Cream Questions
Rule #3: No Leading Questions
Rule #4: Past Behavior --> Future Behavior
Rule #5: Actual Self vs. Ideal Self
Rule #6: No Pitching
Rule #7: “N of 1” is Not Proof
Rule #8: No Seeding.
Rule #9: Stories > Statements
wonful

9. So how do you get
someone telling
stories?
wonful

10. Interviewing Tactics
Technique #1: “5 Why’s”
Technique #2: “Tell me more.”
Technique #3: “Tell me about the last time...”
Technique #4: “What do you mean by...”
Technique #5: “How are you dealing with your
problem now?”
Technique #6: Silence is Golden
Technique #7: Walk away.
wonful

11. F.A.Q.
Question #1: “What if they never talk about the
problem I’m trying to solve?”
!
Question #2: “How do I put these into a survey?”
!
!
Question #3:
Face2Face>Skype>Phone>Email>Pigeons
wonful
(Then you’re solving the wrong problem!)
(You don’t! This is qualitative, not quantitative.
You need STORIES!)

12. wonful consulting.
wonful
Zachary Cohn
zaccohn@gmail.com
!
Want to learn more?
www.wonful.co
Preorder Our Book:
www.wonful.co/book
Join “Innovation At Work”
www.wonful.co/newsletter