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

有効なひとつの型「先にキャッシュ化する」

投稿日:

こんにちは。NISHIです。

これ、街中で見かけまして、
「へぇ」と思っていました。

http://grass-ex.jp/Lo30/13741

上手くいくかどうかは
蓋を開けてみないとわかりませんが、
ケーススタディとしては
頭に入れておいた方が
いいように思いますね。

なぜか?

理論と適用応用の確認ができるから
———————————————-

です。


そこでこのケースを見てみますと、
USJなどの年パスというよりも、
「常時使えるクーポン権利」と
いう感じですよね。

年パスにせよクーポン権利にせよ、
・「定期券」という形で、
・【先にキャッシュを回収する】
という手法は、
他の業界でも使われる「手法」です。

たとえば、
エステ業界なんかもそうですよね。

この業界では定期券ではなく、
「回数券」という形ですが、
「先にキャッシュ化する」という点では
「同じ型」の応用と言えるでしょう。

違うとすれば、
「年パス」や「回数券」は
元を取らないといけないし、
消化しないといけないですから
リピートに対する心理的な縛りが
比較的強いですが、
この「クーポン権利的定期券」は
割引適用ですから、
その縛りは比較的ゆるめでしょう。

同じ型の応用でも、
その辺は性質が違うかと思います。


さて、少し話は変わります。

創業からの叩き上げ社長や、
徒手空拳で切り開いてきた社長。
そこから大きく伸ばしていく
社長に共通するポイントは、

実践を理論で確認、補強していく
———————————————

という点です。

そういう社長、多いんですよ。
そして、コンサルをうまく使い、
業績を多く伸ばしている。

で、その社長たちは確認するわけです。
自ら実践したあの手この手を。

「あぁ、そう意味だったのか」
「あの時の判断は合理的だった」

などなど、確認していきます。

そういう社長は例外なく、強い。

しかも、
そういう強くレベルの高い社長が
上客になるケースも多く、
中小企業向け大手コンサル会社の
お客はそういった方が多いでしょう。

もしあなたが、
「自分のレベルに合うお客だけを
 相手にしていればいい」
とお思いでしたら話は別ですが、
顧客のレベルを上げようとするなら、
まず、ご自身のレベルを上げないと
いけません。

その業界の現場上がりの
コンサルでない限り、
コンサルが決定的に弱い点は、

現場経験がないこと
————————-

です。

理論は知っていても、
それを現実にどう応用するか、
そのあたりが希薄なことが多い。

で、あればどうするか?

それが冒頭の話。
【理論と適用応用の確認】です。

今回の場合ですと、
「先にキャッシュ化する」という
「型」がある。

それが、
どの業界に当てはめられているのか?
どのように当てはめられているのか?
その性質の違いは?

などなど、
適用応用の対象や方法を押さえておき、
ストックしていく。

実はこういう「ストック化」にも
「ティッピングポイント」があり、
ストック量がある一定量を超えると、
指数関数的にコンサルの力が
加速度的に高まっていくわけです。

コンサルの弱みは、
特に現場経験の少ないコンサルは、
その現場経験の少なさがやはり弱い。

しかし、
創業から大きく伸ばしている社長等、
「実践ベースありきの理論で確認派」
に対しては、
頭でっかちなほど通用しません。

だとすれば、疑似体験が必須。
こういうケーススタディで、
理論とその確認を繰り返すのです。

今日はまず、
「先にキャッシュ化する」ですね。
押さえておきましょう。

では。

NISHI

-日記

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