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

顧客を「高収益体質」にする、たった1つのコツ。

投稿日:

こんにちは。NISHIです。

相変わらず盤石の高収益体質。
ケーススタディとしては
よい材料となる企業かと思います。

http://grass-ex.jp/Lo30/12741

製造業で営業利益53%…。
いや、ホント、エグイです。

この企業の経営形態の特徴として
ファブレス経営や直販といった点が
ピックアップされますが、

やはり、自らが高収益体質になる、
クライアントを高収益体質にする
ための出発点は1つ。

それは、

高収益体質にする、という決断。
—————————————-

これしかありません。
また、精神論でも何でもありません。
高収益体質にすると決断すること。
この決断がスタートラインなのです。

「高収益企業をつくる」という決断は
「経営判断」なわけですが、ここが
「スタートラインである」ことを
認識する上で【面白い話】があります。


冒頭でご紹介した企業はその昔、
創業当時からの事業である
自動線材切断機事業があり、

この事業は、当時の売上の
【約15%】を占めていましたが、
【他社に売却】したそうです。

しかもこの事業、【営業利益率】って
どれだけあったと思います?

なんと、その営業利益率、
20%もあったようです。
——

売上構成比が15%もあり、
かつ、営業利益率が20%。
加えて創業当初からの事業
なわけですから、

「他社に売却」

という手段は、
中々取れませんよね。

と、いうことはです。
切り捨てるには【それなりの理由】が
あるわけなんですが、
その理由、一体何だと思います?

……………………
…………………
……………
………

会社全体で
40%超の利益率だったから
——————————–

だそうです。

営業利益率が20%もあれば、
残しておいてもいいものです。
が、切り捨てた。
全体で40%超あったからです。

【基準】があった。
【高収益の基準】があった。

そう。この基準は、
高収益体質をつくると決めた事。
ここから来ているはず。


自社でもクライアントでも
利益が残らないのであれば、
トップの基準を引き上げる事が
先決であり決め手になります。

このことは先ほどの例で十分、
お分かりいただけたかと。

目標の桁を「1桁上げる」、
目標を2倍3倍で見積もる、
達成期間を半分、3分の1にする…
などなど、

自分にも相手にも「基準の低さ」に
引っ張られてしまってはダメ。
コンサルとして価値はないです。
それだったら必要ありませんから。

ただ、気をつけたいことは、
経営者の中には、

・自己評価や基準が高く、
・現状と乖離しすぎていて、
・いつか埋められると楽観視

している方も多数です。

そういう方に対しては、
まず、現実を見つめる事。
足元を固める事。
ここがスタートラインになる。

基準を上げる事と、
足元を見て固める事。

この二地点の往復が必要で、
そこを冷静に見れるのは
コンサルの価値でもあります。

とはいえやはり、
高収益体質にするには、
高収益体質にすると決める事。
その上での二地点の往復、
という形になりますね。

では。

NISHI

-日記

執筆者:


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