Identifying Customer Needs Chapter 4: Ulrich and Eppinger

Identifying Customer Needs Goals Ensure product is focused on customer needs Identify both explicit and latent/hidden needs Provide fact base for justifying product specifications Create archival record of the needs activity Ensure no critical customer need overlooked Team understands customer needs

Customer Needs Process Define the Scope Mission Statement Gather Raw Data Interviews Focus Groups Observation Interpret Raw Data Need Statements Organize the Needs Hierarchy Establish Importance Surveys Quantified Needs Reflect on the Process Continuous Improvement

Project Definition Mission Statement Product Description: ---- Key Business Goals: Primary Market: Secondary Market(s)? Assumptions: Stakeholders:

Customer Needs Example: Cordless Screwdrivers

Mission Statement Example: Screwdriver Project Product Description A hand-held, power-assisted device for installing threaded fasteners Key Business Goals Product introduced in 4th Q of 2000 50% gross margin 10% share of cordless screwdriver market by 2004 Primary Market Do-it-yourself consumer Secondary Markets Casual consumer Light-duty professional Assumptions Hand-held Power assisted Nickel-metal-hydride rechargeable battery technology Stakeholders User Retailer Sales force Service center Production Legal department

Identifying Customer Needs The process: Gather raw data from customers Interpret raw data in terms of customer needs Organize needs into a hierarchy (primary, secondary, etc.) Establish relative importance of each need Reflect on the results and the process

Identifying Customer Needs Gather raw data from customers Interviews Focus groups Observing product in use

Meeting With The Customers Proposed Outcomes Prioritized Outcomes Prioritized Design Variables Validated Outcomes & New Outcomes

How Many Customers? Percent of Needs Identified 100 80 60 One-on-One Interviews (1 hour) Focus Groups (2 hours) Percent of Needs Identified 40 20 1 2 3 4 5 6 7 8 9 10 Number of Respondents or Groups From: Griffin, Abbie and John R. Hauser. “The Voice of the Customer”, Marketing Science. vol. 12, no. 1, Winter 1993.

Visual Information Example: Book Bag Design

Needs Translation Exercise: Book Bag Design Example “See how the leather on the bottom of the bag is all scratched; it’s ugly.” “When I’m standing in line at the cashier trying to find my checkbook while balancing my bag on my knee, I feel like a stork.” “This bag is my life; if I lose it I’m in big trouble.” “There’s nothing worse than a banana that’s been squished by the edge of a textbook.” “I never use both straps on my knapsack; I just sling it over one shoulder.”

Identifying Customer Needs Interpret raw data in terms of customer needs Express need as “what”, not “how” Express the need as specifically as the raw data Use positive, not negative, phrasing Express the need as an attribute to the product Avoid the words must and should

Five Guidelines for Writing Needs Statements Customer Statement Need Statement: Wrong Need Statement: Right “Why don’t you put protective shields around the battery contacts?” The screwdriver battery contacts are covered by a plastic sliding door. The screwdriver battery is protected from accidental shorting. What Not How “I drop my screwdriver all the time.” The screwdriver is rugged. The screwdriver operates normally after repeated dropping. Specificity Positive Not Negative “It doesn’t matter if it’s raining, I still need to work outside on Saturdays.” The screwdriver is not disabled by the rain. The screwdriver operates normally in the rain. Attribute of the Product “I’d like to charge my battery from my cigarette lighter.” An automobile cigarette lighter adapter can charge the screwdriver battery. The screwdriver battery can be charged from an automobile cigarette lighter. Avoid “Must” and “Should “I hate it when I don’t know how much juice is left in the batteries of my cordless tools.” The screwdriver should provide an indication of the energy level of the battery. The screwdriver provides an indication of the energy level of the battery.

Identifying Customer Needs Organize needs into a hierarchy (one method) Print each need on separate card/post-it Eliminate redundant statements Group cards according to similar needs met Choose a label for each group Create supergroups (2 to 5 groups) where possible Review / edit the organized need statements

Identifying Customer Needs Establish relative importance of each need Develop a weighting system for customer needs: Rely on consensus of the team based on their experience with customers Or Use further customer surveys

Identifying Customer Needs Reflect on the results and the process Are results consistent with results of team’s interaction with the customers? Have all important types of customers in target market been interacted with? What do we know that we didn’t know when we started? Any surprises? How can we improve the process?

Kano Diagram for Customer Satisfaction Disgusted Fully Implemented Delighted Basic Expectations (unspoken) Performance Wants (revealed) Exciters – “wow” Customer Satisfaction Product Function Absent

Expected, Requested, and Surprising Performance Expected Performance Surprising Performance Requested Performance Design Variables Benefit Derived =Differentiating Outcome

Establish Hierarchy, Relative Importance

Summary: Identifying Customer Needs The process: Gather raw data from customers Interpret raw data in terms of customer needs Organize needs into a hierarchy (primary, secondary, etc.) Establish relative importance of each need Reflect on the results and the process

Caveats Capture “What, Not How”. Meet customers in the use environment. Collect visual, verbal, and textual data. Props will stimulate customer responses. Interviews are more efficient than focus groups. Interview all stakeholders and lead users. Develop an organized list of need statements. Look for latent needs. Survey to quantify tradeoffs. Make a video to communicate results.

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