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

惰性で続いていることを破壊する。

投稿日:

こんにちは。NISHIです。

先日、弁護士さんとの会話で
生産性の話題が出ました。
こんな感じの内容です。

==

弁護士:
「日本って海外に比べて
生産性低いみたいですね。」

私:
「あ、それ聞いたことあります。」

弁護士:
「すごい不思議なんですけど、
未だにみどりの窓口の行列に並んで
切符買っている人、多いですよね。」

私:
「それ、私も謎に思います。」

弁護士:
「新幹線なんてスマホで予約の方が
断然早いし、変更も出来ますよね。」

私:
「オマケにその方が安い。」

弁護士:
「そりゃ生産性低いわと思いますね。」

私:
「まさしく。」

==

ものすごーく他愛もない会話です。
ですが、ポイントをついています。
コンサルをしているとよく、
こういう現場に遭遇しますから。

昔、某古本屋さんからのご相談で、
「ケータイでの会員登録率が悪い」
というものがあったのを思い出します。

詳細の数字は忘れましたが、
来店客数に対して登録数は明らかに低い。

そこで早速、
会員登録フォームを見せてもらうと、
入力項目が多いんですよね~。

氏名や住所は当然ですが、
趣味趣向までのアンケート項目も
結構な数にのぼります。

そりゃ当然といえば当然。
顧客情報はなるべく詳細に把握したい。
とはいえ、欲張りすぎると
お客さんの入力の手間が増えるだけ。

そこでこんなことを聞いてみました。

==

私:
「これ、項目多すぎません?」

お客さん:
「んー…言われてみればそうかも…」

私:
「ちなみに、この会員登録って、
どのタイミングでしてもらってます?」

お客さん:
「買取の時ですね…」

私:
「時間的に厳しくないです?」

お客さん:
「確かに時間足りませんね…」

私:
「あと、素朴な疑問ですが、
なんでこんなに項目数が増えたんです?」

お客さん:
「いや、前の店長がつくったのを
そのまま使っていまして…」

==

といった具合です。

人は習慣化すれば続けやすくなりますが、
裏を返せば、その分辞めにくくなる。
続けなくていいことまで続けてしまう。
続けていることに疑問を持たなくなる。

切符の購入の件も同じで、
みどりの窓口から自販機に変える、
自販機からエクスプレス予約に変える。
それだけで早くて便利で安くなる。

変えるべきところはちょっとしたこと。
本来、変えることは簡単なはずなのに、
慣れ親しんだやり方に固執してしまう。

よりよいやり方がすぐ傍にあるのに、
習慣になっているが故に
疑問も持たず、変えることもない。

しかも、ちょっと変えるだけで
生産性や成果がグッと変わるのに。

こんな風に、
コンサルのポイント1つは、
ツボを押さえることにあります。

結果に対してインパクトの強い部分を
見極めてテコ入れする。
ツボを押さえる。
レバレッジ、ですね(死語)。

で、その「ツボ」は
特に理由もなく続いていること、
惰性で続いていることなど、
案外単純なところにあります。

では。

追伸

ちなみに、
「日本って生産性低いよね」という
データはココにありました。
ご参考まで。

http://grass-ex.jp/Lo30/1461

NISHI

-日記

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