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2008年04月10日

顧客打ち合わせに使用するアジェンタを書く上で押さえておきたいポイント3つ。

20名超の会議を必ず1時間で終わらせる“ライブドア流”会議術
クリエイティブな会社は会議もクリエイティブだよなぁと思った1記事。
上記の会議術の1ツールとしてアジェンダを取り上げている。
大きく以下の6つのポイントがある。
  • 20名超の会議をすることが無くても意識しておいて損は無い。
  • アジェンダは前日までに関係者に送付し、補足などを受け付ける
  • 重要度によって、順番と時間を割り振る
  • 話さなくても良いことを考える(話すべき内容を絞り込む)
  • 会議資料はプリントアウトせず、会議室でモニタなどで投影する
  • 会議室の予約を若干多めに取り、会議終了後、各小規模単位での分科会を行う
会議のアジェンダの使い方、しっかり出来てますか?
私の場合、特に顧客との打合せ時に使うアジェンダには、
上記以外にもいくつか心がけていることがあるので、それを今回はご紹介します。

続きは以下からどうぞ。

1.そもそもアジェンダとは何だ?(おさらい)
会議で使用する場合には、アジェンダは会議における検討課題を意味します。
検討すべき課題がどういうものか、それを会議の関係者に事前に通達する紙っぺらのことをさす場合もありますね。

2.アジェンダに書くべきこと基本編
通常のアジェンダですと、だいたい以下のものになるのではないでしょうか。
(会議の種類にもよって若干異なるかもしれませんが。)
 1)会議日時
 2)出席予定者/出席者
 3)タイトル(その会議の最終ゴール)
 4)検討課題/報告内容 担当者と割り当て時間
 5)配布資料

さて、次は、顧客打ち合わせに使用するアジェンタを書く上で押さえておきたい3ポイントのご紹介です。

3.アジェンダは自社用と外部関係者用の両方を用意しろ
3ポイントはこの自社用と外部関係者用とにわけることで集約できてしまいます。
が、そこはかとなく、3ポイントをご紹介しましょう。

 1)確認したい課題や問題を「話し言葉」で羅列したもの*1
 2)最終的なゴールへのステップを段階的に明記しておく
 3)最終的なゴールを複数明記しておく(ワースト/ノーマル/グッド)

 1)確認したい課題や問題を「話し言葉」で羅列したもの*1
  確認したい課題は「○○○について」と書かずに、「○○○を△△するためには?」と書いて
  それを問いかける方が相手からの返答率があがります。
   *1:課題自体に触れることがナイーブなものも中にはあります。
      事前に担当同士で合図を決めて、そういった課題に触れる際、打合せ中の雰囲気に
      さらり乗せて進行するなど、配慮が必要なものもここで確認、明記しておきます。
 2)最終的なゴールへのステップを段階的に明記しておく

  顧客との打ち合わせで、いきなり一番望みの最終ゴールにたどり着くケースは少ないでしょう。
  そのときに、どの段階のステップまでたどり着くことに合意できれば、その後有利になるか
  ということを考えて、最終的なゴールだけでなく、ステップを段階的に明記しておきます。
 3)最終的なゴールを複数明記しておく(ワースト/ノーマル/ベター/ベスト以上)

  最終的なゴールとして、ベストなゴール、まあ普通なゴール、とあるでしょう。
  例えば、金額の交渉であれば、いったんベスト以上の値で交渉し顧客に断らせたうえで、
  ベターな金額に落ち着く、といったバランスが取れると良いかもしれません。

4.まとめ
今回は、ライブドア会社の会議術(アジェンダの利用法)のご紹介から、
私が顧客との打合せ時に気をつけているアジェンダの書き方を3ポイントご紹介しました。

その他ポイントなどありましたら、ぜひご教授くださいね。

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すごいですね。私も営業ですが出たとこ勝負で・・・
たまに頭の中が真っ白になります。
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虎龍さん、コメントありがとうございます^^
虎龍さん、営業職なんですねー。憧れます。
私もたまに頭ん中真っ白になって、クライアントに笑われます^^;あ。ちなみに私は営業じゃないんですよー。
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