Problem Examination

Summary: A “business opportunity” is not a user problem. We must ruthlessly interrogate the user’s reality to see if the problem actually exists for them, and if they are actively trying to solve it.

The Core Insight

Active Seeking is the only validation. If a user says “That’s a big problem” but has done nothing to solve it, it is not a problem. It is a complaint.

We are looking for Compensatory Behaviors (workarounds).

The Examination Protocol

1. The “Show Me” Test

Do not ask “Is this a problem?” Ask: “Show me how you handle this right now.”

  • Look for: Spreadsheets, sticky notes, hacked-together tools.
  • Rule: If there is no workaround, there is no problem.

2. The Language Audit

How does the user describe the pain?

  • Vendor: “We optimize workflow efficiency.”
  • User: “I hate staying late on Fridays.”
  • Strategy: Align the solution to the “Friday” pain, not the “Workflow” abstract.

3. The Cost of Inaction

What happens if they don’t solve it?

  • High Cost: “I get fired.” -> High PMF.
  • Low Cost: “I feel slightly annoyed.” -> Low PMF.

Selection Impact

If the Problem Examination reveals that the problem is “Low Cost” or “No Workarounds,” you have two choices:

  1. Stop. (The strategy is invalid).
  2. Pivot. Find a connected problem that does have high cost.

Output

A Validated Problem Statement written in the user’s specific language, backed by evidence of current compensatory behavior.