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

コンサルは口(くち)だけ?

投稿日:

こんにちは。NISHIです。

今日は少し、
こちらの記事の話題を取り上げて
みましょう。

http://grass-ex.jp/Lo30/13521

「取り上げて」とはいえ、
買収の話とかそういった
戦略的な話ではなく、
いや、とらえ方によっては
戦略的な話ではありますが、
この一節をピックアップして
みますね。

==

ドンキの大原孝治社長は

「ユニーの店舗を
ドンキホーテに転換していくうえでは、
緊密な関係を築いて
アドバイスをしていかなくてはいけない。

そのときに
われわれがリスクを取らずに
コンサルタントのような形で
話をしても説得力がない」

と述べ、
資本提携に踏み切った経緯を説明した。
==

今日は真面目な話です。
仕方がない部分もありますが、
やはりコンサルは立場的にも
このように「見られがち」です。

すなわち、

・自らリスクを取らず、
・アドバイスだけする人

といったような見られ方、です。

実際、
クライアントの関係がよくない、
ないし、業務施行上のトラブルにより
関係性が悪化してくると、
このように言われることもあります。
いや、あえて言葉にしない言葉で、
相手は確実に思っているだろう言葉。

確かに、その側面はあります。
あくまで実行するのは社長自身。

ゆえにコンサルの立場では
リスクを取ろうとしても
取れない部分はあるのは当然ですが、
どうにももどかしくもある。

クライアントには
真剣にお役立ちしたい。

⇒仕事ですから当然のことです。

とはいえ、もちろん、
自分自身のリスクは取りますが、
クライアントの代わりに
リスクを取ることはできない。

⇒立場上、仕方ないことです。

この二律背反的なジレンマは
コンサルタントの職業柄、
宿命といっていいでしょう。

だからこそ、です。

今、操作的なマーケティングが
かつてないほどに通用しなくなり、
当たり前の信用に基づく取引が
主流の時代になってきた。

それでも、
マーケティングスキルは大事。

ただ、
そのマーケティングスキルを
活かすも殺すも、
ベースとなる信用次第。

事業家的リスクを直接とれない
コンサルタントの立場だからこそ、
その信用を積み重ねる作業の
重要性がより高まってきている
ような気がします。間違いなく。

報連相や即レス等の仕事の基本、
また、「レター法」と呼ばれる
単に「お手紙を出すだけの行為」も
その重要性が増しているのは確か。

その点、船井流ってこういった
「信用を積み重ねる基本」が
広く深く網羅されていますから、
普遍的に使えるだけでなく、
より現代で使える理論になって
きているのかもしれません。

船井流に限らず、
古典って読んでみると
いいかもですよ。

今の時代だからこそ。

では。

NISHI

-日記

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