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

納得度>正しさ。

投稿日:

こんにちは。NISHIです。

昨日のメルマガは
「会議でスマートに見せる100の方法」
をピックアップしての書評でしたが、
昨日の最後に

「コンサルにも通ずる重要ポイントがある」

と、締めくくりましたのでその続きです。


ポイントは2つありました。

1つは
「実力と見せ方の関係性」の話。

もう1つは
「会議が無駄なら遊べ」の話。

この2つの話は当然、
独立した別個の問題ではなく、
互いに相関関係にあります。

生産性のない会議が大半なら、
せめて自分だけでも生産性を
上げればよい。
その時間を逆手にとることで
諸々のTipsを試し、
例え冗談にしか見えないものも
面白がって試してみる。
その上で有効なものを自らの
血肉にすればいいという話でした。

で、確かにこの2つの話は
互いに相関関係にありますが、
今日はコンサルに通ずるポイントと
いうことで、より大事なのは前者、
実力と見せ方の話。

そう。
コンサルは思っている以上に
「見せ方」が大事なのです。


これは何も
実績云々や権威づけ云々という
「自己ブランディング的な演出」
の話ではなく、

「Tipsとして取り入れるべき演出」
———————————————–

の話をしています。

もう少し具体的に言いますと、
コンサルティング中の演出の話。

声かけ。
提案。
座る位置。
ボードに何かを書く行為。

コンサルタントの一挙手一投足は
すべて、クライアントに対して
何かしらの影響を与えるものです。

それはたとえ、
声かけや提案といった直接的なもの
だけではなく、
座る位置やボードに何かを書く行為等、
一見、クライアントに与える影響が
「間接的っぽい」ように見えるものでも
その影響力はバカにはできません。

仮に、その一挙手一投足における
1つ1つの影響力は小さいとします。

それが10、20、50、100…と
積み重なってきたらどうでしょう?
足し算で増えていっても
その影響力の積み上げは大きいですが、
掛け算式で増えていくのであれば、
それはもう説明するまでもないでしょう。


たとえば、です。
この本にこんな記載がありました。

==
会議室では、
会議を仕切るリーダーの隣に座る。
そうすれば、あなたが会議を主導
しているように見える。
(⇒座る位置)

次に、
ホワイトボードの前に立ち、
数本の矢印を描くだけで、
あなたはリーダーとしての能力は
10倍に跳ね上がって見える。
(⇒ボードに何かを書く行為)
==

どうです?
相当ばかばかしいと思ったでしょう?

でも、案外効くんです。これが。
特に後者は効果てきめんでしょうね。

丸や四角といった図形や矢印を書く。
キーワードを大きめに書く。

実はそんなことだけでも、
「それっぽく」なります。
———————–

コンサルの会議っぽく、
戦略を練っている会議っぽく、
なぜか【納得してしまう】ものです。

そう。この「っぽい」が大事で、
「っぽい」は「納得度」に直結する。
「納得度」は信頼や実行に直結する。

正しいことを伝えるのはもちろん大事。
でも、いくら正しいことでも、
相手が納得し、動かなければダメです。

であれば、
たとえ打ち手の精度としては低めでも、
納得して乗り気になっている方が
成功確率は高くなります。

故に「っぽい」のは大事なのです。

ここでも
実力〇で見せ方×のコンサルは
苦戦をします。

極端な言い方をすれば、
「納得は正しさに勝る」
というところでしょうか。

では。

NISHI

-日記

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