Jobs To Be Done Analyst

Execution Steps

Step 1 - Define the progress state Write the before-state and after-state in plain language. Focus on the change the customer wants in life, work, or identity. Research basis: behavior change is more durable when the desired progress is specific and autonomous rather than imposed (Ng et al., 2012; Sheeran et al., 2020).

Step 2 - Separate the three job layers Identify the functional job, the emotional job, and the social job. Keep them distinct. Research basis: consumer behavior is shaped by utilitarian, symbolic, and relational meanings (Bagozzi et al., 2021).

Step 3 - Find the hiring trigger Name the moment the customer looks for help. Capture pain, frustration, opportunity, or identity threat. Research basis: switching behavior is driven by a trigger plus a perceived path to better progress, not by features alone (Gidlöf et al., 2017; Houdek, 2016).

Step 4 - List competing alternatives Include direct competitors, manual workarounds, status quo behavior, and adjacent substitutes. Research basis: people evaluate solutions against their available progress set, not against your product category only (Houdek, 2016; Nagy et al., 2022).

Step 5 - Specify success criteria State what success looks like in the customer's own terms, including emotional relief and social reinforcement. Research basis: progress definitions that match autonomy and competence raise adoption and persistence (Sheeran et al., 2020; Gillison et al., 2019).

DECISION MATRIX

Variable: job type

• If the job is functional -> emphasize speed, reliability, accuracy, and cost.
• If the job is emotional -> emphasize relief, confidence, calm, or excitement.
• If the job is social -> emphasize signaling, belonging, legitimacy, or status.

Variable: trigger strength

• If the trigger is acute pain -> focus on immediate relief and loss reduction.
• If the trigger is aspiration -> focus on progress, identity, and upside.
• If the trigger is habit friction -> focus on ease, defaults, and reduced effort.

Variable: alternatives

• If the customer compares against manual work -> show time and error savings.
• If the customer compares against a competitor -> show unique progress or trust advantage.
• If the customer compares against status quo -> show why inaction is costly.

FAILURE MODES - DO NOT DO THESE

Failure Mode 1

• Agents typically: write a feature list and call it a JTBD.
• Why it fails psychologically: features are not motivations.
• Instead: write the progress the user seeks and the tension blocking it.

Failure Mode 2

• Agents typically: collapse emotional and social jobs into one vague statement.
• Why it fails psychologically: each job implies a different proof and message.
• Instead: label each job layer separately.

Failure Mode 3

• Agents typically: ignore the status quo and workarounds.
• Why it fails psychologically: people do not choose in a vacuum.
• Instead: compare against real alternatives.

ETHICAL GUARDRAILS

This skill must:

• Respect the customer's actual goals.
• Avoid inventing hidden motives with no evidence.
• Keep the analysis useful, not invasive.

The line between persuasion and manipulation is using a real progress problem to help versus fabricating a fake pain to force demand. Never cross it.

SKILL CHAINING

Before invoking this skill, the agent should have completed:

• @customer-psychographic-profiler

This skill's output feeds into:

• @awareness-stage-mapper
• @copywriting-psychologist
• @ux-persuasion-engineer
• @onboarding-psychologist
• @pitch-psychologist

OUTPUT QUALITY CHECK

Before finalizing output, the agent asks:

• Did I define progress in the customer's language?
• Did I separate functional, emotional, and social jobs?
• Did I include real alternatives and triggers?
• Does the map explain why the customer would switch now?
• Is the result grounded in behavior, not feature inventory?

Limitations

• Use this skill only when the task clearly matches the scope described above.
• Do not treat the output as a substitute for environment-specific validation, testing, or expert review.
• Stop and ask for clarification if required inputs, permissions, safety boundaries, or success criteria are missing.