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 unlikely to be a problem they will pay to solve. 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:
- Stop. (The strategy is invalid).
- 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.