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

コンサル先の業績の明暗を分ける●●スキル。

投稿日:

こんにちは。NISHIです。

朝送るはずが忘れていましたm(_ _)m

さて、

「俯瞰」という言葉があります。

「俯瞰」を検索してみると、

==
高い所から
見下ろし眺めること。
鳥瞰。
==

といった意味で、
その意味が指し示す通り、
鳥が大空から地上を見下ろすように、

全体を見る
————

という意味合いの言葉であり、
同時に【スキル】でもあります。

この「俯瞰」を「スキル」として
自らに身につけていくこと、

そして、
クライアントに対しても
部下に対しても
身につけさせていくこと。

これ、成果としては一見
見えづらいように思えますが、
俯瞰できるか否かって相当、

業績の明暗を分ける分岐点かと。
———————————


たとえば、
先日、実際に見たこんな話。

とある駅で
どこぞのお店のスタッフが
ティッシュ配りをしていました。
まぁよくある光景ですよね。

ただ、です。
彼が配るティッシュ、
ことごとく誰も取ってくれない。
だ、れ、も、です。

なぜか?

声も小さい。
声をかけるタイミングも遅い。
そして、
服装が事務系会社員のような
普通の青〇系スーツ。

いかがでしょう?

私、全然気づかなかったんです。
彼の横を通り過ぎる寸前に、
ティッシュを配っている人だと
ようやく認知できたわけです。

そりゃそうです。

声も小さいから聞こえないし、

タイミングも遅いから、
通り過ぎる頃に気づくわけで
それじゃあ受け取れないし、

普通の青〇系の地味スーツで
配っていますから違和感もなく、
目立ちもしないから気づかない。

どの要素をとっても、
ティッシュを受け取ってもらう
目的を達成するものって
彼のどこにもないんですよね。

このケース、
この一瞬だけでも
このティッシュ配りの方、

全体を俯瞰する力がない
——————————

ことがよくわかります。

なぜか?

普通に考えてみましょう。

まず、目的は何か?

ティッシュを取ってもらう
ことですよね?

ひとまず、彼に出来る事は
取ってもらうことが第一。

集客につながるかどうかは
より手前の段階での
設計の影響も大きいですから、
ここはひとまず、
ティッシュをとってもらうことが
第一としておきましょう。

そこで、
ティッシュの配布数を仮に
「手渡し成功件数」とし、
「因数分解」してみると、
次のような式になるのでは
ないでしょうか。

==
手渡し成功件数
=駅前通行客数×声掛け率×成功率
==

俯瞰するとはこういうこと。
自分の目的のために、
合理的なプロセスだったり、
数式に変換できるかどうか。

もし、彼の頭の中に
この数式があったなら、
工夫が全く違うでしょう。

駅前通行量は変えられない。
だったら、
声掛け率が高まるような
ポジショニングを考える、

手渡しの成功率が高まるよう、
目立つ格好は何なのか、
どの高さで渡すと
取ってもらいやすいのか、
どう声をかければ
受け取ってもらいやすいのか…

などなど、
各数値を高めるために
無数のアイデアが浮かぶはず。

つまり、
俯瞰するスキルを教え、
身につけてもらうことって
業績の明暗を相当に分ける。

と、いうことは、
その前に自らが俯瞰する
スキルを身につけていないと
お話にならないということ。

特にコンサルは、ですね。

では。

NISHI

-日記

執筆者:


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