+353 1 9055720 manoj@jumpstart.design

How do you go about understanding your customer needs ?

How do you put a value on those needs.

I will write a separate blog on  pricing at some future point, but I want to share something interesting. It is an article from Sept 2016 in HBR by

Its an interesting twist on Maslow’s Hierarchy of needs.

It looks at hierarchy of needs in terms of

  • Social Impact
  • Life Changing
  • Emotional
  • Functional

It sees three patterns of value creation


After quality is states

the critical elements depend on the industry. In food and beverages, sensory appeal, not surprisingly, runs a close second. In consumer banking, provides access and heirloom……….. The broad appeal of smartphones stems from how they deliver multiple elements, including reduces effort, saves time, connects, integrates, variety, fun/entertainment, provides access, and organizes.

It’s an excellent article and I would recommend you read it and share it with your team as a way of exploring how your product or services adds value beyond the conventional way of looking at your company, products and services.

The 30 Elements of Consumer Value: A Hierarchy

Measuring—and delivering—what consumers really want

Source: hbr.org/2016/09/the-elements-of-value?hootPostID=c8864b28c04bb01634c41a0da0142c3e

It takes customers needs past just functional or emotional needs but allows you to make a checklist of needs


Liked it? Take a second to support Manoj Chawla on Patreon!