The Toolkit / Service / The Workbench
Service · Tool 13 of 16
The Workbench
Listen before you offer.
Work out with each person who's ready what the new thing would change in their week, before any price.
The board
Ten sections on one page
Print it, fill it in, and score each section from 1 to 5. Your score is out of 50.
How to use it
The ten sections of the Workbench
What to do in each section, and what a 1, a 3 and a 5 look like. Score yourself honestly; the low scores tell you where to work next.
- 1
Ready for more
Who, from the Roundtable.
Name the person from the Roundtable, and what they asked for.
- 1Started
- Someone who was only kind.
- 3Good
- A person marked ready.
- 5Excellent
- A person marked ready, with what they asked for in their words.
- 2
The person
Their name and situation.
Write who they are and their situation.
- 1Started
- A type.
- 3Good
- A named person.
- 5Excellent
- A named person, with their work, their days and who's around them.
- 3
Their week today
What they do, what it costs them.
Describe their week as it is: what they do and what it costs them.
- 1Started
- Guessed.
- 3Good
- A clear picture.
- 5Excellent
- A clear picture from their own words, with the time, money or worry it costs.
- 4
What they asked for
In their words.
Write what they asked for, in their own words.
- 1Started
- Our words.
- 3Good
- Their words.
- 5Excellent
- Their exact words, with when they said them.
- 5
Their moment of value
Where it matters most.
Find where the new thing would matter most in their life.
- 1Started
- Our favourite feature.
- 3Good
- A moment in their week.
- 5Excellent
- A specific moment in their week they recognise straight away.
- 6
Trying it on together
Their real week, with it in.
Walk through their real week together, with the new thing in it. Use the real thing where you can.
- 1Started
- A demo.
- 3Good
- A walk-through of their week.
- 5Excellent
- Their real week, with the real thing, done together.
- 7
What would change
For them, concretely.
Write what would change for them.
- 1Started
- Vague benefits.
- 3Good
- A clear change.
- 5Excellent
- A concrete change they'd notice, agreed with them.
- 8
What success looks like
In their words, measurable.
Agree what success looks like, in their words and measurable.
- 1Started
- Our success.
- 3Good
- Their success.
- 5Excellent
- Their success in their words, with a way to check it.
- 9
Ready for an offer?
Yes, or not yet and why.
Decide together whether they're ready for an offer.
- 1Started
- Decided without them.
- 3Good
- A decision.
- 5Excellent
- A decision made with them, with the reason.
- 10
What we learned
Back to the Map and the Storyboard.
Write what this person taught you, as changes for the Map and the Storyboard.
- 1Started
- A vague impression.
- 3Good
- One or two lessons.
- 5Excellent
- Clear lessons, written as changes.
How it works
- Made inStep 13 · ExplorationsWork out with each interested customer what it would change for them, before any price.
- What it's forWork out with each person who's ready what the new thing would change in their week, before any price.
- It feedsThe PromisePromise what you'll do.
