Problem Analysis

• Problem Analysis is a need-assessment technique designed to develop a list of consumer problems of a particular product or service.
  • It uses customer problem information to develop ideas for better products.

• The list of customer problems may come from sales.
  • Successful sales people probe for a buyer’s pain points.
    • They know that if they can precisely define those problem areas up front and then offer a better solution at a reasonable price, the sale is theirs.

• The list of customer problems may come from service.
  • Warranty costs.
  • Type of questions answered by customer service.

• Problem analysis brings the customer into the new product development process at the start.
  • It insures the process begins and stays customer focused.

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© 2008 John Michael Pierobon

Notes