How a Consulting Firm Used AI to Create Better Offerings in Record Time
A major consulting firm approached us with a challenge to create a package of offerings that spanned their internal divisions. They had identified five key events in a Life Science company they wanted to target, and they desired five corresponding packages. Our team utilized a Large Language Model (LLM) to conduct a Jobs-to-Be-Done (JTBD) analysis, which helped streamline the offerings, reduce costs, and accelerate the project timeline.
The consulting firm initially identified 15 offerings, which proved to be too overwhelming for customers to grasp. The challenge was to validate the initial SME brainstorm of offerings and create a more manageable, market-facing package that effectively addressed the needs of their target audience, which included CFO, CISO, and CAE groups.
The Challenge
Our team began by identifying five key buyer groups and creating a comprehensive JTBD map for each group using the LLM. The map incorporated the main job, eight sub-jobs, and four steps to each sub-job, along with emotional criteria, functional criteria, and circumstances.
We then used the LLM to compare the map to the offering descriptions, identifying which sub-jobs were serviced by each offering. This created a map of offering fit that allowed us to narrow down the 15 offerings to a more manageable five to include in a market-facing package.
The Solution
THE RESULTS
After validating the findings with the SMEs, who conducted a critical flaw analysis and found an above 90% accuracy of JTBD, we created market-facing test language for further customer validation.
The consulting firm received a researched and validated package with initial test marketing language within one month, at one-tenth the price of traditional methods. This project demonstrated the power of LLM-driven JTBD analysis in streamlining offerings, reducing costs, and accelerating project timelines.
Lessons Learned:
- LLM-powered JTBD analysis can effectively streamline offerings and create targeted, market-facing packages.
- Validating findings with SMEs and conducting customer validation are crucial steps in the process.
- This approach can significantly reduce project timelines and costs compared to traditional methods.