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

「結果の出やすいものファースト」で。

投稿日:

こんにちは。NISHIです。

昨日は、井村屋さんに関する
記事を引き合いに出しながら、
【セオリーと非セオリー】の
話をしましたよね。

セオリーを踏まえた上での
非セオリーにへの挑戦はいいですが、
セオリーを踏まえない上での
非セオリーへの挑戦って、
それは挑戦でも何でもなく、
ただの「無謀」というもの。

逆転の発想に頼りすぎることは、
逆転満塁ホームランを狙うがごとく、
極めて確率の低い賭けであり、
ただの博打にすぎないのです。

そこで、昨日の話から派生した
【セオリー系の話】を今日はしますね。


このメルマガでも
何度かお伝えした気がしますが、
「コンサルの超基本」であり、
クライアントの業績アップを
目的とする場合、
必ず押さえておくべき【重要事項】は
いくつかあります。

その1つが、

【ツキの原則】です。

これは
「ツイているものをつきあうことが
 業績アップへの一番の近道」
という原理原則ですが、それ故、
非常に応用の幅が広いものです。

つまり、
うまくいくモノを扱えば
業績は半ば自動的に上がるし、
それは人でも全く同じ。

うまくいくクライアントとだけ
つきあえば成功確率も100%。

非常にシンプルで簡単な原則です。

でも、です。

このシンプルかつ簡単な原則って、
クライアントの所に伺った途端、
忘れてしまう人も多いんですよ。

クライアントから、

「私、この商品が大好きで、
 実は従業員の反対を押し切り、
私が何とか交渉にこぎつけた
 経緯がありまして、
 ようやく弊社で取り扱えるように
 なったんですよ!」

なんて社長から言われると、
ちょっと情に流されそうになります。
何とかして差し上げたいと。
でも、情に流されるのは絶対NG。
誰にとってもいいことはありません。

これ、もしかしたら
売れる商品なのかもしれませんよ。

手をかけて、丁寧に仕込めば、
相当売れる大ヒット商品の「蛹」の
状態が今のかりそめの姿かもしれない。

ただ、そういう難易度の高いモノ、
実を結ぶまでに時間がかかるモノは
やっぱり難しいんです。

確かに、
「その商品が好きである」
というのは、ツキの原則には
十分にあてはまります。

「好き」だからこそ、
「情熱」がキープでき、
セールスにも熱が入り、
売れる、売れ続ける商品に、
爆発的ヒット商品になる
可能性は十二分にあります。

ですが、時間がかかりすぎる。
繰り返しますがコンサルにおいて、
時間がかかりすぎるものを
優先的に扱うのはかなり問題です。

コンサルに依頼してくださる
ということは、
早期の結果を期待してのこと。
もちろん、早期の結果だけが
求められることではありません。

ですが、顧客の意識や求める結果は
「早期寄り」です。

と、いうことは、
「売れるに時間がかかる好き」な商品で、
「売れるまでに時間がかかりすぎ」たら、
一体どうなるでしょう?

きっと、クライアントは
ガッカリされるでしょうし、
何より誰にとっても残念なのは

好きなものが嫌いになること
———————————-

です。

これは、クライアントから
【自信を奪う】ことにもなりますし、
【将来のヒット商品の芽を摘む】こと
にもなってしまい、
社長、会社、顧客の誰にとっても
いいことではありません。

社長の自信をなくしては、
うまくいくものもうまくいかなく
なってしまいます。

故に、ツキのある商品で、
結果が出やすい商品を扱い、
早期に結果を出してあげるのは
好循環に入る特効薬なのです。

売上でも粗利でも売れ個数でも、
基本的に何でもいいですが、
結果の出やすいモノから取り扱うこと。

これも、
押さえておくべきセオリーの1つです。

では。

NISHI

-日記

執筆者:


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  29. Mary Arnold – I LOVE to sing and make music! There’s something exhilarating about hitting the right notes and liking what you hear! Hopefully someday I’ll be able to do it for a living. I like T.S.I.B on facebook (Mary Arnold)

  30. I really can’t believe Mass Effect 3 got the most page views over the course of E3. I can’t wait for the game but all anybody (still) seems to be talking about is Battlefield 3 and Modern Warfare 3. And Assassin’s Creed being ranked higher then Uncharted 3 is a little weird.VN:F [1.9.17_1161](from 0 votes)

  31. So apparently I am somewhat old fashioned (10gR1) as Harm pointed out. Anton’s very neat trick which did not even require the use of PL/SQL will be available to me when I finally upgrade to 10gR2. I am most impressed by the way with Anton’s handling of the dc:author element – namespaces can be horrible when parsing and transforming!It is interesting to see how many ways there are to work with XML content in the Oracle database. It is also good to have colleagues like Harm and Anton who can show me the (proper) way.

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  36. Good morning! Thank you JENNY for the great post this morning and to everyone that contributed.Martha thank you for the updates on BEGIN.Beth, sure glad i already have my room reserved. I want my room decorated with all of Davids songs. Also wrote down recipe for 5 soup hot dish. Can’t wait to make it.Good morning Kimk, Sarahhazel, Jackryan, Munk, Grace, Janel, ABMS, Jhen, and OoO.I’m getting more excited for BEGIN. to begin playing all over the world.

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  42. We recently had dinner at Tokyo Dining as was suggested here, in time for Illuminations! i was able to make same day reservations while at EPCOT, and was able to get a window table! The food was out of this world. The service was OUTSTANDING!

  43. Hi Rob!After a 2.5 year battle, I lost my 24 y/o daughter to ewings sarcoma pnet on 11/1/10. Knowing the courage and determination needed for the treatment, I am always thrilled to see and hear of those who fought and won the fight. I wish you nothing but the best of what life has to offer. A long, wonderful, healthy life! Live it for those who no longer can :)Cathy

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  45. Apr09Jim_C Tony nice to see that you haven’t lost your touch for humor. Great stuff. Sorry I haven’t read it sooner, but after seeing your posts on facebook for like the thousandth time I had to come look. Glad I did, and i miss your wisdom on the TU blog.

  46. dustin / I want to paint my coal room too! Do I have to do the acid thing? What if I don't and just primer over the dirty walls? Looks great!-Dustin from Ohio

  47. daniel: sorry you didn't like it. i like the chewy crust and the style/portion is more gourmet than delivery. but i'm glad you got some uni. yum!

  48. Taksei,Thanks for the last part of this chapter, which I read in BJ.Just one question: you mention that on New Year’s Eve 2009 “about 41,000 cars were torched” by non-native youths. Was it reported in GoV, Jihad Watch or MSM? I must have missed the news. HH,Isn’t labeling Polanski as “paedophile” inappropriate? Doesn’t the word refer to pre-pubescent children? I was a teen when I hear the news of Polanski’s escape from the US and have not read any update since then. Am I missing something?P.S. I removed & reposted this post because I forgot to click on follow-up.

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