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

顧客との良好で長期の関係が裏目に出る時。

投稿日:

こんにちは。NISHIです。

コンサルとしてすべきことは、
基本的にはクライアントの
業績アップになります。
それは十分お分かりですよね。

で、コンサル経験が少ない人に
ありがちなことは、

プラスオンの提案をしていく
————————————

ということ。
いや、継続的に提案していくことは
もちろん悪いことではありません。

目的となる業績アップに対し、
Aという手がある。
確かにその「打ち手A」で
業績は上がるものの、
まだまだ目標とする業績には
届きそうにもない。
そこで新たに「打ち手B」を
提案し、実行していただく。

結果、業績は上がる。
でも、目標にはまだ届かない。
そこで次は「打ち手Cを…」と
目標に届かない限りはこの流れ、
エンドレスで続きますし、
届いたら届いたで、
目標がステージアップされたり、
全く違う目標が出てくる。

これは企業活動をしている限り、
当たり前のことではありますが、
プラスオンばかりではダメ。

どうなるか?
その先には何があるのか?

マズいんです。

何がマズいのか?

スタッフが疲弊していくこと。
これはもちろんマズい。

そしてさらにマズいのは、

有効ではなくなった打ち手の継続
—————————————–

です。


冒頭でお伝えしましたよね。
コンサル経験が少ない人ほど、
プラスオンの提案をしていく。
それはそれでいいんです。

コンサルが結果に対して
必死になる事こそ、
顧客の業績アップにつながります。
腕のいい、悪いはありますが、
それよりも必死感がある方が
結果につながることは往々にして
あるものです。

でも、
その必死感による成果も落ち着き、
コンサルとして顧客との関係性も
安定してきた頃、
落とし穴があります。

そうです。
慣れるのです。
—————

以前は、有効だった手。
それを、今でも有効だと思っている。
状況は変わっているにも関わらず、
以前有効だった手が未だに有効だと
思い込んでいる。

いや、思い込んでいるというよりも、
それが「見えなくなっている」ことの
方が多いかもしれません。

クライアントの長期的な関係、
良好な長期的関係ならなおのこと、
コンサルも顧客も盲目になりやすい。

なぜなら、慣れるからです。

本来、コンサルの提案には、
【足し算】と【引き算】の2つがあります。

有効な手は増やし、
有効でない手は減らしていく。

どうも提案となると、
前者の「有効な手を増やす」こと
だけに意識が向かいがちな人が多く、
後者を置き去りにしてしまうことは
多々あるものです。

コンサルとしての役割は、
目的に対しての手段を最適に
無駄なくスマートにチューニングを
施していくことでもあります。

そのためには、
足し算だけでなく、
「どの手を引き算するか」も、
見ていく必要があるのです。
決して盲目になることなく。

ちなみに、この業務改善も
うまく引き算されているように
思います。

最低限の項目を変えるだけで、
随分雇用形態に変化が出そうです。
よい改善ではと思います。

http://grass-ex.jp/Lo30/13361

では。

NISHI

-日記

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