What is inside
Eight steps, each ending in something you write down
A question you answer in your head is one you flatter yourself through. You finish with your own document, not a set of ideas.
What you actually sell
The offer you have already sold twice is the one the market voted for.
Who pays, and from where
Your last ten customers, by country and by how they really found you.
How the work really happens
Not the process diagram. The one with the workarounds in it.
Where the work comes from
Referral is not a channel. It is a ceiling with good manners.
What only you can do
What stops when you stop, and which of the three reasons it is.
One clean version of your numbers
Four rows. Any row with two answers breaks the next step.
Only now, automate
Starting here is the expensive mistake. It makes the mess run faster.
The next ninety days
One constraint, one process, one channel. Owners and dates against each.
Where it came from
The playbook came out of this essay, which is the story rather than the work. Read that first if you want to know whether any of this is worth your hour.
Rather not do it alone?
I run the same diagnostics with leadership teams, remotely over two weeks, as the Constraint Sprint. That is the paid version, and the playbook is genuinely enough for plenty of people.