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

コンサルは「柔vs剛」、どっちが正解?

投稿日:

こんにちは。NISHIです。

コンサルの現場においても
【処世術】というものは
意外と大事な要素になります。

ノウハウさえあれば、
ビジネスモデルさえ強固であれば、
トレンドに乗りさえすれば…

確かに、それらって、
業績アップの上ではとても
重要なファクターになります。

ただ、
ノウハウを実行するのも
ビジネスモデルを強固にするのも
トレンドに伸るか反るかの判断も
「人間」が行います。

老獪な人間関係の中に
自ら巻き込まれる必要は
全くありませんが、
ツボを押さえた処世術は、
やはりコンサルには必要かと。
繰り返しますが、
ビジネスって今は人間同士で
行うものですからね。


そんなことを考えていますと
ちょうどいい記事を発見。
これ、少し見てみましょうか。

http://grass-ex.jp/Lo30/12071

ここ、引用してみます。

==
米国駐在で

「ビジネスでは51対49で
 勝つ取引が理想。
 その上で、相手も勝ったという
 気になってくれればなおいい」

ということを学びました、

100対0で勝ったとしても、
次は0対100でやられる。
そういう取引は長続きしません。

==

2度の米国駐在経験を経て、
塩野義製薬社長を務めて
おられる社長のコメントですが、
まさに、そう思います。

対外的交渉においても、
対内的マネジメントにおいても、

「相手を100%やり込める」

と、ロクなことはありません。
日本でも恨みを買うだけの
結果にしかなりませんから、
短期的には一見プラスでも
長期的には明らかにマイナス。
ホント、ロクなことはない。


ここで思い出すのは、
よく語られる故舩井幸雄のエピソード。

かつて船井幸雄は、
「ケンカの船井」と呼ばれるほど、
「100%相手をやり込める」ような
やり方のコンサルだったそう。

たとえば、
繁盛店があればその隣、ないし
真正面や近隣に出店を行い、

元々あった繁盛店の
商品力、接客力、販促力…等々、
すべての要素で上回るような
「包み込みの店舗」を出店し、

「撤退まで相手を追い込む」

ような手法をとっていたそうです。

そんなある時、
船井幸雄の講演会で観客が突然、
涙を流して立ち上がり、

「私のお店はあなたにつぶされました」

と訴えかけてきたそうです。
一触即発ですよね。

これを機に、舩井幸雄は
これまでの「ケンカスタイル」を
見直し、180度方向転換した。
そのような逸話があります。

これも全く同じで、
相手を100%やり込める、
相手を蹂躙する、等々、
力づくで進めるスタイルは
全く理にかなっていないことが
よくわかると思います。

コンサルでは、
提案しても思い通りに進まない
ことって多々あります。
実行するのは社長、スタッフですから。

そんな時、
粘れるのか、それとも粘れないのか。

「コンサルは決して、
 華やかな職業ではない、
 むしろ地味な職業である。」

そういうものなんですよ。
では。

NISHI

-日記

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