30 Questions to Validate Your Business Idea & Market [Updated]

We all have ideas, that’s the easy part.  Validating, iterating, and executing is the hard part.  Often, we can fall in love with our ideas and lose sight of the customer and market we must ultimately serve.  For your idea to succeed, you need a market and an ideal customer that you can focus your product development on.  As such, in my experience working with thousands of aspiring and experienced entrepreneurs around the world, I have learned that one of the most difficult challenges in taking ideas from concept to creation is taking a few steps back to research and validate the market (problem).

The following 30 questions will help you explore the market, validate your problem/idea, and help you decide whether this is worth pursuing.

  1. What is your idea? State it in 300 characters or less.
  2. Who is the ideal customer for your idea? Be specific.
  3. Be more specific about your ideal customer. What does your ideal customer feel, think, want, and do?
  4. What problem does your idea solve for your ideal customer?
  5. What obstacle are you removing for your ideal customer?
  6. In what way do you make your customer’s life easier?
  7. If you successfully resolve this problem/obstacle, what is the ultimate objective your ideal customer able to accomplish? In other words, what did your ideal customer really want to achieve in the first place?  (hint:  they do not wake up wanting to solve their problem.  They want achieve the goal that the problem is interfering with!)

When I refer to ultimate objective, I am referring to the job that your customer really wants to get done when they run into a problem.  Often, we think our customers only want to solve their problems.  While that is true to an extent, it is important for us to consider that they only want to solve their problems in order to achieve their ultimate objective.  Let’s take AirBnB as an example.  Continue reading

30 Questions to Help You Identify and Validate Your Business Problem

Understanding your problem is critical to solving it.  No matter how awesome your idea may seem, if it does not solve a problem, it will struggle to become financially viable.

Problem = Market Opportunity.

To transform any idea from concept to creation, there needs to be a market for that idea.  One of the biggest challenges I have found in working with thousands of aspiring and experienced entrepreneurs has been correctly and clearly stating a problem and making sure it is the correct problem to solve.

Ideas are easy to come by.  If we sat a group of 5 people down and gave them 10 minutes to write ideas down, we would easily have a list of at least 50+ ideas!  Ideas are truly, as the saying goes, a dime a dozen.  Ideas are cheap.  Solving validated problems and executing those solutions is what ultimately matters.

111616-Youth Summit-131_FThe problem and solution dilemma that I often encounter at events like Startup Weekend is that people come in excited about an idea; what is not always so clear is what problem it solves.  The good news is that you already know the problem, the bad news is that you skipped over it so quickly, you didn’t even notice it.

So, which came first?  It was definitely the problem.  Even though ideas (i.e. insights) often seem to spark out of nowhere, they actually come from a complex and seemingly magical interaction and culmination of problem awareness, solutions for other problems, and your personal knowledge bank.  POOF!  All of a sudden, you have an idea.  The underlying processes happen so quickly and subconsciously, that you believe the idea just came to you.

At this point, your mission is to figure out what problem your idea solves.  This poses a challenge to many, but it is critical you understand your problem clearly before you move on, or else you risk possibly solving the wrong problem.  Further more, if your problem is too broadly defined, you may pursue a solution so complex that your customer will struggle to understand it.

Below are 30 questions/challenges to help you step back and identify the problem to your solution/idea.  Completing these questions will help you understand the following:

  • The job to be done that is affected by the problem
  • The person(s) or group(s) affected by the problem, directly or indirectly
  • The problem; when and how it manifests itself to each group
  • What the problem costs the user and/or the customer
  • The scope of the problem (market size)

Complete the 30 questions below in order to clearly understand your problem and market opportunity. Continue reading

5 Steps to Planning for Success

I’ve learned something over and over again. It seems no matter how much I plan for success, it never quite happens how I planned. In fact, my success turns out better than I planned.

To be honest, some things went according to plan, however, with reflection I realized that I never planned things quite as well as the situations that simply just happened spontaneously. When I strictly followed the plan, I was focused more on the individual tasks or objectives. And sometimes I would wonder what the purpose of all of this was. I was so focused on “the plan” that I would lose sight of “the goal.”

So, here’s what I learned about how to plan for success.

1. Decide on a goal and make sure it is as clear as can be at that moment. Truth is our goal today will never be as clear as it will be tomorrow. Tomorrow we will know more, we will have experienced more, and we will see things differently. It’s ok if your goal is not incredibly detailed. Just make sure you can share the essence of the idea with someone else. With each day that passes, it will become clearer.

2. Make a plan. This probably sounds contrary to my introduction, however having a plan is essential. A plan maps out the steps that you believe it will take to achieve your goal at that moment in time. You need a plan for things to NOT go according to plan. So make a plan 🙂

3. Be mindful. Be mindful and aware of your growth and development. Each day you learn something new based on the steps you detailed in your plan. With that development comes new ideas and new interpretations. What you know today is not what you knew yesterday, nor what you will know tomorrow. So stop for a minute to be mindful of your development.

4. Pay attention to the distractions. What may seem like a distraction from your plan may be a great opportunity to bring you closer to your evolving goal. When we allow our minds to step away from our goals for a little while we gain more perspective on them and begin to learn new frameworks from which to reflect on them. This is why TED is so successful, it provides people with an opportunity to step out of their comfort zone and take a delightful journey into someone else’s comfort zone and broaden their perspective. That distraction also gives your brain a break from your goals and allows you to process your thoughts and ideas in the background.

5. Be flexible. This is perhaps the most important step. As your goal evolves, as your framework expands, as your perspective widens, you will see more and think differently about your own goal and plan. You will have ideas for altering your plan or what will seem like “deviating” from your plan. Be flexible. Allow that to happen. This is your brain and heart’s way of saying “I have a better idea now.” Listen and be flexible enough to “deviate” from the plan because you aren’t deviating from your goal, which may or may not be the same as it was on day 1. And that’s ok. Most of the startup founders I have spoken to say that what they eventually created was quite different from what they originally set out to do. Their advice was to be flexible and let the idea evolve along its journey.

Consider your goals and previous plans you have set.  Often these 5 steps occur naturally, but resisting them may be limiting your potential for success.  Decide on a goal, set a plan, allow some distractions, develop your idea, and readjust your plan.  As long as you are moving toward your evolving goal you will be on the path towards success.

Oh, and please take the time to enjoy your journey.  The journey is where you will spend most of your time, so make it fun.

Dynamiko U

Change is not easy.  We know it from personal experience.  However, we also know it’s possible.  The challenge is figuring out what separates the successful attempts from the unsuccessful ones.  Change in business is made even more difficult because it may involve customers, employees, and the organization as a whole.  If changing a personal habit is difficult, imagine a larger group.

According to psychologists, Chip and Dan Heath, change has traditionally been considered from two perspectives, emotional and rational thinking.  The classic metaphor to distinguish between the two has been the rider  (rational) and the elephant (emotional).  If you can imagine that metaphor, you have a rider that considers all facts and plans his or her moves.  Then you have the elephant that the rider is attempting to steer.  If steered correctly, the elephant will follow.  However, when the elephant decides to run in a certain direction, the rider…

View original post 450 more words

Just sharing a post I just wrote for my leadership blog. Let me know what you think, thanks!

Dynamiko U

I’m currently reading a great book, Mindset: The New Psychology of Success, by Carol Dweck, a professor of psychology at Stanford University that has done a great deal of work in social psychology.  In the book she discusses two mindsets – growth and fixed.  A person with a fixed mindset tends to believe that talents, skills, and abilities are fixed and typically cannot develop or improve with intervention.  Someone with the growth mindset believes that talents, skills, and abilities can be developed and improved over time with effort.  She goes on to describe several case studies that portray the two mindsets in a variety of contexts.

Leaders can leverage the growth mindset in order to realize the potential of their organization in a few ways:

1.  Adopt the Growth Mindset.  Start believing that people, including you, can grow and develop existing and new talents.  Stop believing that…

View original post 403 more words


I’m the first to say the education system in the US could benefit from some serious changes.  However, the more people I talk to the more I realize that it doesn’t seem quite clear what “traditional” education is.  I’ve attended many events and talks on the need for a new model of education, one that replaces the so-called “traditional” model.  For example, I’ve heard people say that lecturing groups of students and having classrooms are part of that traditional model that needs to be replaced.

traditional classroomLet’s just focus on those two elements of “traditional” education.  This makes me ask, what’s so bad about a classroom?  What’s so bad about talking to students in a large group?  When students watch Khan Academy videos, the presenter of the video lectures them.  Two main differences come to mind – first, we can pause and replay a specific part or all of the video…

View original post 327 more words


I believe we can all agree that perseverance and confidence play a significant role in success.  No matter what example of success we come up with, we can safely say that confidence and perseverance played a key role.  For instance, confidence is built with each win we achieve, no matter how small.  However, we aren’t perfect, so we cannot count on perfect records and thus must persevere through the inevitable failures.  Taken together, confidence and perseverance are essential to any subsequent success.

A few weeks ago, I read an article in the New York Times Sunday Review entitled, “Is Algebra Necessary?”  The author, Andrew Hacker, suggested that the math requirements in our high schools and colleges are a leading contributor to high school and college drop out rates.  According to Hacker, “making math mandatory prevents us from discovering and developing young talent.”  He also goes on to suggest…

View original post 1,074 more words

This is a reblogged post from another blog I maintain at http://www.studeelounge.com. Thanks!


I recently read comments on an article about a new platform that allows teachers to sell their lesson plans to teachers worldwide.  In a response to the article, one person commented that the quality of student has decreased and others agreed with his assessment.

How dare we even talk about the “quality” of a student?  A student comes to school as a “tabula rasa” (blank slate) and as teachers, we are responsible for developing a quality student.

An expectation of “student quality” suggests that some students are predisposed to successfully complete the teacher’s work and others are not.  Thus if they do not succeed in a particular teacher’s classroom then it must be the student that is the problem.  To be clear, I am not suggesting that students should be passive participants nor that all the responsibility for learning rests on the teacher.

There is a line by Mr. Miyagi…

View original post 368 more words

New Years Resolution – Experiencing Something New Each Week

This past December I reflected on several significant learning experiences, both good and bad, and considered myself lucky to have had them.  As they occurred, I was aware I was going through a learning experience, no matter how painful or enjoyable it might have been.  But then I thought, why not be more intentional about learning and make it a weekly goal.  So I challenged myself to either learn something new, experience something new, or visit a new place at least once each and every week.  In addition, I wanted to make a record of what I learned.

Perhaps the most important aspect of this initiative is the awareness that I am learning something so that the experience does not just pass me by.  This post is my commitment to the resolution.  I will begin by discussing my new experiences in subsequent posts.  Stay tuned!

What are some of your new years resolutions?  Have you/Will you be documenting your results?  If so, please share with us how we may stay updated on your progress.