経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

その感覚、数字に置き換えられる?

投稿日:

こんにちは。NISHIです。

セリーグ、パリーグ共に
日本シリーズ進出のチームが出揃いましたね。

セリーグの代表は当然、
我が広島カープですが、
DeNAベイスターズもかなり検討しましたね。
何せ、初のCSですから。


CS=クライマックスシリーズは、
レギュラーシーズンで3位以内に入らないと
出られない試合のことです。
準決勝や準々決勝のようなイメージ。

で、初のCSということで
チームはようやく強くなりましたが、
経営母体がDeNAに変わってから
経営自体は順調なんですよね。

特に観客動員数は、

==

2012年:1,165,933人
2013年:1,425,728人
2014年:1,564,528人
2015年:1,813,800人
2016年:1,939,146人


NPB公式発表資料
セントラル・リーグ年度別
入場者数(1950~2016)より抜粋

==

と、直近の2016年の観客動員数を
DeNA参入の2012年と対比すると、
約166%になります。

これ、中々すごい数字。
この記事を見ていても面白くて

http://grass-ex.jp/Lo30/1371


日経ビジネスなので
広告スキップ&ログインで見てくださいませ。

球団経営という分野も
一見未知の分野に見えますが、

・お客さん集めて、
・モノを売って、
・利益を出す。

この点では普通の商売と
大して変わりがないどころか、
全く同じです。

スポーツビジネスや球団経営
といった言葉だけを捉えて
頭がフリーズしてはダメ。

コンサルとしても
ビジネスマンとしても失格です。

さて、話を戻します。

記事中には着目すべきポイントが
いくつかありますが、
今日押さえてほしいのはココ。

==

球場に来ていただいたお客様についての
数字は何もありませんでした。
集計するシステムもなかった。
ですから調査員やアルバイトを雇って、
観客数とか年齢層とか、
取れるデータをすべて集めました。

(中略)

そして自分の感覚と合わせていったのです。
たとえば、こういうイベントをすると
500人くらい増えるとか、
雨だとこうなるとか。
そうやって数字を把握していきました。


日経ビジネスオンライン
10月6日配信
ベイスターズを黒字化した男より引用

==

わかります??

そう、

数字と自分の感覚を合わせていった
——————————————-

というくだり。ココです。

中小企業の社長との会話でも
よくあるわけですよ。

「最近、売上があまりよくなくて…」
「お客さんの動きがなんか悪くて…」

といった常套句ともいえるフレーズ。
よく聞くんですよ。実際。

しかしここが運命の分かれ道。

もう一歩踏み込めるか、
ただの世間話で終わるか。

社長は不安なままか、
社長の不安を取り除けるか。

社長との付き合いがなくなるか、
社長からより信頼されるようになるか。

ここで、

「具体的には?」
—————–

と、突っ込むことが大事。

そう、相手に対し
数字と感覚を合わしてあげるのです。
———————————-

「前年同月と比べて何%下がりました?」

など、具体的に聞いてあげることが大事。

以前もお伝えした通りでもあり、
ベイスターズの例にもあるように、
そもそも必要なデータ集計すら
していない会社もザラにあるわけです。
だからこそ、集計自体にも価値がある。

さらに、

状況を数字でしっかりと把握していない
———————————————–

ケースもかなり多いんです。
状況を感覚的にしか捉えていないケース。
そこを具体的にしてあげることで、

「売上も客数も
思ったほど下がっていなかった」

と、杞憂に終わることも、
これまたザラにある。

是非、
自分に対してもクライアントに対しても
数字と感覚を合わせてあげてください。

では。

NISHI

-日記

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