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

なぜ、ヒアリングをしてはいけないのか?

投稿日:

こんにちは。NISHIです。

昨日は酒造メーカーの例を出し、
社長の成功体験含めた
過去のパターンを聞きましょう。
そこにヒントがあるはずです、
という話をしましたよね。

そこで今日は具体的な技術の話で
「コンサルとしての正しい聞き方」
の話をします。意外に重要項目です。

まず、結論から言いますと、

ヒアリングをしてはいけない
———————————-

ということ。これが結論です。

「いやいや、
 成功体験も過去のパターンも、
 聞かないとわからないでしょう?
 じゃあヒアリング必須じゃない?」

という風に
思われるかもしれません。

が、確かにそれはそうで、何も
「ヒアリングしない=聞かない」と
言っているわけではありません。

これ、
聞き方の問題、なんです。
—————-

ヒアリング自体が悪いと
言っているわけではない、

ヒアリングといっても
その良し悪し分けるのは
あくまで聞き方の問題であって、

コンサルにおいて
「ちょうどいい聞き方」は、
「社長との何気ない会話の中」で
ヒアリングをすること。

いや、
結果的にヒアリングをしていた
————————————–

という方が適切かもしれません。

クライアントの社長からすると、

「○○さん、
 こんな話で大丈夫です?
 必要なことをもっと聞いて
もらった方が…」

と、言われるくらいが丁度いい。

この状況、わかりますよね?
【クライアント側】からすると
「雑談ばっかりで大丈夫?」と
思っているわけですが、

【コンサル側】からすると、
「雑談の中で必要なことは聞けた」と
思っているわけで、

同じ雑談と言う会話に対する認知が
それぞれ180度くらい異なるわけですね。

通常、この「双方の認知」って
相違がないよう、
合致させておく必要がありますが、
この場面のように相違がある方が
適切なケースってあるものなんです。

だって、
「今からヒアリングします!」と迫ると、
相手は緊張して身構えますよね?

その結果、相手からは
お仕着せの答えしか返ってきません。
「本当のところ」が聞けないんですね。
これではもったいないし、機会損失。

もちろん、
このように雑談の中でヒアリングをする、
いわば「フラットに聞ける機会」って
最初からは中々持てないかもしれません。

ですからひとまずは、
「よくある形式のヒアリング」を
行ってもいいでしょう。
まずは形式的に、ですね。

その後、
立ち話でも食事でも飲みの場でも
どの場面でも結構ですので、

「ところで…」なり
「そういえば…」なり
「ちなみに…」と

切り出してみる。

その時、
新しい事実を聞くことができたり、
新しい世界が垣間見えたりすることが
結構あるものなんです。

ヒアリングはしてもいいですが、
整えられた場面での質問では、
整えられた答えしか返ってきませんよ。

それでは必要なことは
何もわからないといってもいいのです。

では。

NISHI

-日記

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