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。

未分類

咄嗟のチャンスをつかむ「日常の習慣」とは?

投稿日:

こんにちは。NISHIです

コンサル的思考は
いかにして身につけるか?

このメルマガでは
比較的頻度高く出すテーマかと
思われます。

ま、別段、シリーズにしている
わけではありませんが、
思いついた時にその「コツ」を
少しずつご紹介していきましょう。

何事も一気に身につきませんから
1つずつ試していくのがいい、
という体系化していない言い訳w

では、前置きはこの辺で。
早速今日の本題に入りましょう。

テーマは
「価格と価値に対する分析の基本」
です。


このメルマガでも
何度も言っていますが、
分析は何もコンサルだけの
特別な手法でも何でもない。

日常のトレーニングでできる、
「観察眼を養う術の1つ」です。

たとえば、この記事を見てください。

http://grass-ex.jp/Lo30/1931

この記事1本でも
ちょっとした分析は出来るのです。

ここからあなたはどんな
見立てができますか?

取り扱っている題材は、
「高速バス」ですよね?

以前の高速バスとは異なり、
低価格重視のものだけでなく、
価格と価値のバランスにおける
バリエーションが増えてきた。

7泊8日で30万円と、
1日当たり4万円近くになる
まるで「ななつ星」を連想させる
「高級ラインの商品」もあれば、

新幹線の半額程度の価格で
シートや設備など、
快適なスペックを取りそろえた
「コスパ重視の商品」もある。

ともかく、以前よくあった
低価格一辺倒の傾向の強い
高速バス事情に比べると、
商品バリエーションが増えた、
ということがわかります。

で、それぞれの商品が
「本当はどれだけ売れているか」は
こういう記事では結構不明ですが、

・「今」どんな商品があって、
・「今後」どんな商品がつくれるか

のアタリをつけることは可能ですよね。

これね、分析の基本で、

絞って、並べて、比べる
———————

が基本でシンプル。使いやすい。

業種業態や商品、サービスを「絞り」、
それらを「並べて」みて、
それらの内容を「比べて」みる。
どの業種業態、サービスでも使えます。


以前ですね、コンサルの友人が
こんな分析をしていました。

某信用調査会社のデータから、
旅行代理店やバス会社をピックし、
こんな風にデータ加工していました。

「縦軸」に

・社名

をざさーーーーっと並べ、

「横軸」に、

・直近3年の年商
・従業員数
・営業利益
・利益率
・業態

を並べてみる。

すると、直近3年間で

・どういう企業、業態が伸びているか?
・どういう企業、業態が利益率がよいか?
・規模や従業員数の適正数は?
・伸びている企業の付加価値は?

など、
伸びている企業や業態と、
伸びの悪い企業や業態の「差」が
割とくっきりわかってきます。

こんな風に
並べて可視化するだけでも、
簡単な分析にもなるし、

どのサービスを足すのか?
どのサービスを削るのか?
その際に価格はどうするのか?

を、比較検討し、
足し算引き算しながら
調整してくのです。

経営者からはよく、
このような質問を受けます。

「ウチ、どうしたらいい?」と。

そのタイミングは大抵唐突で、
雑談の合間に聞かれることも多い。

その瞬間、試されています。
値踏みされているのです。

絞って、並べて、比べる。

これは、コンサルとして
一瞬のチャンスを逃さぬよう、
普段から出来る練習法です。

では。

NISHI

-未分類

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