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

ズレた提案に気づかないコンサルの特徴。

投稿日:

こんにちは。NISHIです。

コンサルする上で大事といいますか、
必須なことがありまして、それは

・業績アップのポイントを押さえること
・それを現場に即した形で落とし込むこと

この2つで、
今日と明日で基本に立ち返って
そんな話をしますね。


この2つのポイントを押さえる上で
まずは事業構造を理解することが必要。

その事業、ビジネスがどのように
売上や利益を生み出しているのか。
その生み出し方を因数分解できるか。
数式にできるかどうか。

こう聞くと難しそうに
聞こえるかもしれませんが、
数式はひとまず代表的なものを
知っておくだけでもOKです。

たとえば、

売上=客数×客単価×リピート率

という数式。

これって一番ポピュラーといいますか、
オーソドックスなものですから、
聞いたことのある方も多いでしょう。

それで、です。
こういった
「売上を因数分解した式」って
表現方法の自由度が高く、

いわば、実態を反映していれば
何でもアリなのですが、

いかに業績に直結したポイントを絞り込むか
——————————————————

が、大きなポイントになってきます。

たとえば、です。
同じ売上でも

売上=客数×客単価

というシンプルな数式もあれば、

売上=
店前通行客数×入店率×平均注文数
×平均注文単価

という数式にすることもできます。
後者の方が少し具体的ですよね。

こんな風に自分なりに
式を組み立てることのよい点は、

具体的に課題をつかみやすくなる
—————————————-

ということです。

仮に「客数をあげよう!」
と一口にいっても、
客数にはいくつかの種類があるわけ。

WEBから来店するお客もいれば、
チラシをみて来店する客もいれば、
たまたま通りがかって入る客もいる。

だったら、

・自店は今、
・どのルートの集客が「強く」、
・どのルートの集客が「弱く」、
・どのルートの集客を「伸ばせそう」
なのか。

強み、課題、可能性や伸びしろは
どこにあるのかを特定していく。

式は何でもいいのですが、
ポイントを外すと提案する策も
トンチンカンになりますし、

提案する策は増える一方で
現場は疲弊するだけ。

結果、売上も上がらない。

その事業、ビジネスの構造を理解し、
売上の因数分解を数式で表した上で、
業績アップのポイントを押さえないと、
そもそも提案自体できないし、
コンサルの評価にも直結するわけ。

ここ、
分解の仕方とその正確性は、
練習で磨かれます。お試しをば。

明日は2つ目のポイント、

「業績アップのポイントの
現場に即した形での落とし込み方」

について事例でお伝えしますね。

では。

NISHI

-日記

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