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

顧問先訪問前の「こんなルーティン」。

投稿日:

こんにちは。NISHIです。

昨日は
「聞き方を変えれば
 あなたの仕事はうまくいく」の
書評をお届けしました。

1つだけお伝えしたのは、
話し手から多くを引き出すには
こちらのリアクションが大事で、
ナチュラルなものでないと×。

だって、
インタビューや取材って
全く特別なものじゃなくって、
相手との対話の一種であり、
コミュニケーションの一種だから。

そのカギである
「自然なリアクション」は
「余裕」から生まれるもので、
その「余裕」は、
「事前準備の徹底」からくる。
それが聞く力を養う第一歩、
といった話をしましたよね。

この「事前準備」って、
インタビューのみならず、
仕事全般で極めて大事な
「基本のキ」ですよね?

一流の人には
一流の事前準備がある、
というわけですが、
「自分なりの準備」って
何かお持ちですか??


たとえば店舗コンサルの場合、
こんな「事前準備」をよく
聞いた覚えがあります。

新規のクライアントを始め、
「土地勘」がない場所って
多々ありますよね?

やはりその土地にはその土地の
「癖」みたいなものがあって、

それは、

人の性質だったり、
商圏上の特性だったり、
導線の変化だったり…と、

何かしらの「癖」や
「傾向」のようなものが、
その土地毎にあるもの。

で、そういった
土地毎での癖や傾向って、
検索しても出てこない上に、

押さえておいた方が
コンサルに有利に働く場面って
どこかで出てくるものなんです。

そう。その場面が意外と、
「ここぞ」という時の場合がある。

さらに、その「ここぞ」は、
すぐに来るときもあれば、
忘れた頃に来るときもある。

いつやってくるかは
わからないのです。
だからこそ、準備して待つ。
これが大事。


では、
その土地毎の癖や傾向って、
どのような準備方法があるのか?

先輩コンサルがよく行っていた
土地毎の癖や傾向を調べるための
1つの方法は、

聞き込み
———

です。

どうです?
拍子抜けでしょう??
そうです。そんなことです。
でも、バカに出来ませんよ。

短時間で聞き込みを行うには、
効率的に行う必要があります。
そのためには、予め
「行動に聞き込みを組み込む」
ことが有効です。

たとえば、
クライアント先に向かうまでには
「必ずタクシーに乗る」とか。

これ、実際にやっている
先輩コンサルは何人かいました。

タクシーの運転手に聞くんですよね。
「あの店って有名なんです?」とか。
すると、結構ペラペラ親切に
お話しいただけるものですよ。

その話のうち、大半はそれほど
重要でないことが多いものですが、
中には意外にピンとくるものも
あるもので、まさに玉石混交。
原石となるネタがあるものです。

このように、
事前準備はとても大事ですし、
一次情報の価値は高いものです。

聞き込みって超アナログな
手法ではありますが、
やってみると面白いし、
「聞く力」を高めるには
割と適した方法かと思います。

ま、自分なりの
事前準備ルーティンって
何か持てるよう、
試してみるのが吉ですよ。

では。

NISHI

-日記

執筆者:


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    • I take that as a yes? And, if so, do you have any idea what a lame theory that is from the historical point of view – and have you considered how others might choose to apply it to justify certain other actions they might happen to take that you might choose not to approve of?

    • Si, si, pues a los movimientos pacíficos le están dando por todas partes sus movimientos superuniformados y bien armados, sin consideración ni educación ninguna y si salvajismo extremo y sin miramientos…como bien dices, esos gastos los deberian aplicar a la gente dependiente y a los que se quedan en la calle por sus deshaucios…pero sé que tú sabes que vivimos y viviremos( sino lo remediamos) una época al estilo de Huxley…todo está bien y los demás " a callar".Saludos.

    • Ó fónix se a inveja matasse tu eras um a menos neste Mundo. Deixa o Cristiano Ronaldo em paz porque ele ainda é dos poucos portugueses que leva o nome de Portugal a todos os cantos do Mundo. Esse sim deveria levar a maioria das medalhas no 10 de Junho. Eu não tenho inveja do que ele ganha lá fora. Tenho é imensa tristeza de todos os portugueses que não ganham o suficiente no seu próprio País para poderem viver dignamente.

    • 1c5I think there are people on the planet that are thinking about this. The key to “disrupting” Google is to either (1) deflate their ad network, or (2) steal fundamental search share. I have ideas on both, and perhaps i will write them up. Interestingly, Google uses one to reinforce the other. They use the high prices that result from high liquidity on their ad network to BUY lock in on the distribution side (including Android).3 45

    • ,The book does suffer from the need to stay on message.strikes me, a poor sinner, as an excellent way to summarize why arguing with Mormons, objectivists and Scientologists can be so frustrating. These groups often seem more concerned with staying on message and less on saying true things. (Note: “Seem,” not “are.” This could be fault of the perciever and not the percieved.)

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    • disse:The Ships’s Voyages…I feel engineering just causes it to be worse. Now there is a channel to never ever care, now there won’t become a probability for them to discover….

    • , I didn’t mean to sully the reputation of those who consider exchanging money, goods, or services unseemly. BTW, in regards to merchant Jains, I was told, when visiting Jaisalmer, that Brahmins could also be Jains. Don’t want this to get too far off topic. I’m done posting on this thread.

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    • Me gusta la frase, me gusta el concepto…Creo que a veces las ideas nos llegan más cuando podemos entenderlas y cuando nos "invitan" a hacer las cosas que cuando son conceptos que se quieren "forjar con hierro caliente", a las malas.No, ya la letra con sangre no entra.Saludos majita.

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    • nick,Stability is measured by the future, not the past. The reason I say “North Korea” is not stable is that a prediction market would, I suspect, lay very low odds that it will still be ruled by the Kims in 2107. Saudi Arabia is stabler, but not a huge amount more.All of this stuff is unfalsifiable. Politics is not a science.Let me try this again: I prefer monarchies as examples because they are much less subject to external politics. Colonial companies never, ever existed in anything like a free-market paradise. Sovereignty is the difference.

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    • As far as I'm aware Silk Road is run by Han Chinese people from the region, rather than Muslim Uighurs. This probably explains the presence of pork. Great review though, I bloody love that place. Home style cabbage/medium plate chicken/pork dumplings are all dishes I dream about.

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    • Global warming is a false religion with a false High Priest in Al Gore. Oil was created by God along with this beautiful earth. Those who are opposed to drilling are the ones not caring for the children because without oil our children will not have the same opportunities that we have had. There is no altrnative to oil for the next 20 years plus. Therefore our children will need oil in 5-10 years. Liberalism is one of the most wicked and evil ideals ever perpetrated on the human race. I pray to God that you people would wake up to the truth.WilliamSachse, Texas

    • I certainly do not hold a symmetrical approach and always thought that any solution accepted by the Palestinian people is acceptable to me but you do not seem to go by the same priciple and dictate what YOU, a non-Israel Jew, can tell the Palestinians what they should be content with. Mind boggling sense of self-entitlement and arrogance. Sick!

    • Congrats! Moving is kind of scary, but super exciting at the same time. You know, your blog name technically still works. You will still be living in a city…even if it’s not San Fran!

    • Non c’est pas un préjugé …Des filles continuellement en détresse y’en a un estie de char au Québec…Pour en avoir connu énormément….J’parle par expérience.

    • வினவு உட்பட தமிழ்நாட்டு பத்திரிகைகள் அà001000®µà®šà®¿à®¯à®®à®¿à®²à¯à®²à®¾à®®à®²à¯ இன விரோதங்களை தூண்டாமல் இருந்தால் அதுவே போதும். காமாலைக் கண்ணனுக்கு கண்டதெல்லாம் மஞ்சள். சிங்களவன், கெட்டவன் என்று சதா தம்பட்டம் அடிப்பதே இந்த தூத்தேறிகள் செய்யும் தொழில். நாட்டில் நடக்கும் ஒவ்வொரு குற்றத்துக்கும் அதன் தலைவர்களை பொறுப்பு ஆக்குவது முட்டாள்த்தனம். இரண்டு அரசுகளும் முடிந்தளவு இப்படி துயர சம்பவங்கள் இடம்பெறாமல் பார்த்துக்கொள்ள முயலவேண்டுமே தவிர, எல்லாம் மன்மோகன் சிங்கின் தூண்டுதலில் நடக்கிறது அல்லது ராஜபக்சையின் மேற்பார்வையில் செய்யப்படுகிறது என்று “ரீல்” விடுவதை நிறுத்துங்கள். மக்களின் “உணர்ச்சியை ” தூண்டிவிட்டு கூத்து பார்க்கிற இணையங்களோ, பத்திரிகைகளோ கொடுங்கோல் அரசுகளை விட ஆபத்தானவை.

    • Gillade ljudexpterten som var hos Skavlan för ett tag sedan: Orsaken till att barnskrik är det värsta ljud människor vet är att vi är genetiskt programmerade att Ã¥tgärda det. Att ta hand om den nya lilla människan, helt enkelt.

    • I can’t imagine why he’d want this left off his resume. (Actually the music is pretty 80′s-tastically catchy. The lyrics are insipid, but that’s probably Francine’s fault.)

    • Ein Herzkranzgefäss, dass zwei “grosse” Hauptäste zeigt kann KEINE RCA sein… bleibt also nur CX oder LAD über! Da der Infarkt inferio-posterior (lt. EKG Ableitungen) lokalisiert ist, kann es eigentlich nur die CX sein!VN:F [1.9.20_1166](from 16 votes)

    • 1adHello Jonathan, yes I would definitely use these crates. You would have to load them and bring them to one of our 4 terminals in TN and from there we could ship the crates to your door In England for $1091.00 all inclusive. I will email you the rates as well, cheers Moving Doc

    • l'hai stretto tu? ma allora sei brava davvero! i miei complimenti cara. mi piace anche questo look anche se quello precedente mi ha catturata. le scarpe sono favolose.ps:ho letto da qualche parte non molto tempo fa di un calendario in cui si ricicla un abito nero per ogni stagione. uhm si, ora che ci penso, sullo scorso marieclaire! tu ne sapevi qualcosa? l'hai visto? ora che me l'hai fatto ricordare mi sa che vado a riprenderlo e faccio una ricerchina on-line 😉

    • You can certainly see your enthusiasm in the work you write. The sector hopes for even more passionate writers such as you who aren’t afraid to mention how they believe. All the time go after your heart.

    • Bob, I don’t have my Hebrew OT with me here but I am sure you are correct. I read the passages in the ESV and I can only conclude that Rayburn was referring to it as being pressed out for drinking immediately, where the Is. passage would make sense in its context. i.e. it was being pressed out to be drunk in the usual sense of wine (allowed to ferment). In other words, if I was a wine maker and said I was going to make some wine, I could rightly say that as I was making wine as I pressed out the “juice.”Anyway…

    • Amen, Amen and Amen, Elaine! Ablaze and consumed with His Holy fire! This has special meaning to my heart today! Thank you for sharing your heart!!Sweet Blessings!Jackie

    • Et un point Godwin !On a atteint des sommets de bêtise ici !Par ailleurs, vos chers « résistants communistes » ne l’ont été, pour beaucoup, qu’à partir du moment où l’URSS s’est trouvée être l’ennemie de l’Allemagne nazie, à bon entendeur…

    • Thanks JF — and thanks for the noting the other platforms. Traction and Confluence definitely qualify as Intranet 2.0, but Intranet Dashboard and HyperOffice definitely do not qualify. Clearspace probably also qualifies.Cheers, TobyPS – I know those firms that don't qualify will argue this point, just keep in mind Intranet 2.0 features don't even figure in prominently in your own marketing so there's little point in arguing with me. However, my guess is these present non-qualifiers will soon be emerging qualifiers as they don't want to be left in the dust.

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    • LOL! Te maÅ‚e NPC zasuwajÄ… 50 km/h . WidziaÅ‚em nawet kapÅ‚an robiÅ‚ dziecko z lekarzem i on urodziÅ‚! I widziaÅ‚em 3 NPC-tów którzy robili orgiÄ™ i potem bawili siÄ™ drzwiami! P LOL

    • Hello Bao! A French buttercream would work splendidly with strawberry, so do go ahead with your plan. In fact I think the strawberry would be an especially good match there as French buttercream can be a little heavy feeling in the mouth. Please let me know what you think of the results!- Joe

    • Thanks for that, Walid. I had the same recollection as pabelmont, recollecting that it probably happened during one of those euphemistic “Defensive XXX” operations after the second intifada, but couldn’t put my hands on the confirmation. I remember it being an important knowledge point in my discovery of the true situation in Israel/Palestine. You don’t wantonly destroy the Ministry of Education or Health if you are only interested in “security” or “deterring terrorism”.

    • The part that I found to be more interesting was the aspect of progress itself within our spiritual tradition. It seems that without St. Francis then we would have been merely disciples of the Fathers. Do you think that the Orthodox will respond negatively to this remark? Does anyone here think that our ideas of progress has led us away from the Fathers? How do the Orthodox incorporate new movements of the Spirit if they do?

    • that changing the default will effect the accuracy of your stats tracking but I could care less if it means that I get links back to my site. The option to change this is in Analyze tab, under stats. Any thoughts on this? Thanks

    • Thanks Jason! You have been quite supportive and have been kind enough to share your thoughts here quite regularly… which is always appreciated.When I wrote that article, I did indeed want to convey that the M9 is versatile, or, at least, more versatile than many people think.Thanks again Jason.

    • É caso para dizer, "em tempo de crise vou mesmo gastar dinheiro em basquetebóis".Tu és daqueles que passa a palavra mas não mete lá nem um cêntimo, não é, João ?

    • Hi would you mind letting me know which web host you’re using? I’ve loaded your blog in 3 different browsers and I must say this blog loads a lot quicker then most. Can you suggest a good web hosting provider at a fair price? Kudos, I appreciate it!

    • to dinner, but sometimes bread isn’t the side dish I want to use that night. Instead, I find other ways to use dry bread. Often they become frozen bread

    • Debbie-That is so AMAZING! Thank you for sharing your moment right here with us. Rest, relax and release your attachment to your desire to get approval from others. Only you need to approve of you and your choices since you are the only one who has to live it! YAY YOU!love love loveTerri  

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    • Buna ziua Am un caz al unui baiet de 18 ani care a fost diagnosticat cu distrofie musculara progresiva la varsta de 8 ani si de atunci este imobilizat intr-un scaun cu rotile. Acum vrea sa faca o interventie chirurgicala cu celule stem la o clinica din China. Cat de sigura credeti ca este aceasta interventie?Multumesc!

    • NSangoma, "MotherFcuk you too, Anonymous 9:44 PM."I still don't know if you are Black or White. But guessing from your replies with a bunch of MF's in it, I would say you are of the "uncle remus" type who curses a lot. I sincerly hope your children by some miracle have not picked up such horrific language. My God, you are the WORST parent on earth. I feel sorry for your children.

    • I think you do very right about decorating your tree (and it was so gorgeous). Today, I visited a friend and her tree was still up. Even though her children are grown up her tree is still decorated with their childhood efforts. Because she has never done anything differently their tender little psyches would probably be damaged if she changed it now. She will have to have a tree decorated with unidentifiable objects made of macaroni, glitter, and popsicle sticks into perpetuity.

    • This sound great. How can I be a part of this? The problem of violence is epidemic in all cities. I would like to share and join forces. I am a writer and want to introduce Mr. Henry to utilizing the arts as a vehicle to address violence and some ideas that would have an impact on the cause.

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    • A forum, great idea kev, we’ll go learn a lot! I subscribed your newsletter from the first day that i visit your blog, i can’t wait to read them.And of course that you are a inspiration for us, you are a champ that are sharing your new routine with us and that is amazing.

    • Pau,syksy on mielestäni parempi ainakin siinä suhteessa, että on viileämpää kuin kesällä.Iloa ja siu myöskin sinulle. :)Almamaria,kyllä minä uskon, että ei se koirulinne ilman "makupaloja" jää kotonakaan.Piti vaan tehdä tikusta asiaa.:)

    • 12-2-2009 al fin un post de chica migraña.. ya era hora que rompas el coco.. jajajaEspero y odin, thor, el dr. manhattan, Galaxius, la pacha mama o quien sea, escuche tus plegarias

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    • grim (16)-I think we’re beginning to butt up against the contingent here who will never, ever buy a house.When their criteria for something as simple as establishing a price trend for a certain area becomes a game of whack-a-mole, you know that they’re forming the emotional foundation of an argument not to buy.

    • I would agree Trip, I think that people are often reluctant to change method if the one they currently use works fine.Thanks for the comment, welcome to the community Christopher – Admin Team

    • I hate them all. None of them are sqaure with the viewer.Even the apprentices ads are slanted electorally, with the seemingly innocuous “with the economy booming… [we’ve pointlessly duplicated TAFE].”I really think they’ve jumped the shark though. The meta message is “Gday! we think youre probably dumb enough to pay for our re-election campaign…”.

    • in Gaelic. So while I avoided 'OK' and yelled out loud when I caught myself describing a moon like a 'floodlight', I am going to let him use the word 'thug', and I'm still swithering over 'stroppy'. (Anybody know how old that is…?) I don't mind an anachronism or two – as you say, so long as I know they're there…

    • The Studio headphones black and red color packaging looks very introverted, it is consistent with the current public aesthetic black calm with aristocratic temperament, coupled with the red little embellishment, full fashion.

    • Very nice info and right to the point. I don’t know if this is really the best place to ask but do you folks have any ideea where to employ some professional writers? Thx

    • I am excited about the posts to come, really looking forward to your traditional recipes and your new takes on them.What a stunning BBQ spread :)Ellie, really do hope your backs increases to get better and a speedy rate and that you do get back to 100%.

    • It’s a warning about a rare side-effect, required by the FDA. You wouldn’t want an erection lasting for four hours. By that time it would be extremely painful. If your pride or embarrassment kept you from seeing the doctor despite the pain, the blood could start to coagulate in the penis, choking off the organ’s blood supply and leading to tissue death. In the worst cases, the whole penis would have to be amputated.

    • Thanks very much to Dave and Tonya at Ground Zero for the hookup. I thought it was a very good movie, although I’m going to have to let it sink in before I could rank it. Kudos on a rare trilogy where all three films were very good efforts.Distracting: Bane having the voice of Sean Connery, or at least a comedian’s Sean Connery impersonation.

    • من به حرف وکیل شما اعتماد ندارم که پرونده شما را ارسال کرده باشد حودتان می توانید به مونترال تلفن بزنید Û°Û°Û±ÛµÛ±Û´Û¸Û·Û³ÛµÛ·Û¶ داخلی Ûµ دوشنبه تا جمعه ساعت Û´ بعد از ظهر به بعد و با داشتن اطلاعات پاسپورت خود از روند پرونده مطمئن شوید

    • max can you stop others from sharing your cover photo ? it seems whenever i upload something cool, some one from my friends lists steals it by “sharing”

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コンサルに「魔法の杖」は、ない。しかし…

こんにちは。NISHIです。 今日は 「コンサルとしての商品開発」の 話をしたいと思いますが、 まずはそれにつながるこんな話から。 ▼ コンサルをしていると、 クライアントから時折、 「評価制度の相談 …