仕事術
公開日:2017.02.15

パレートの法則

「パレートの法則」という言葉を聞いたことがあるでしょうか?80%の結果は20%の要因が生み出しているという法則です。つまり、結果を生み出す20%を抑えておけば80%は達成できるということです。

このパレートの法則とは、イタリアの経済学者ヴィルフレド・パレートが発見した法則です。

全体の数値の大部分は、全体を構成するうちの一部の要素が生み出しているという理論。「80:20の法則」や「2:8の法則」「ばらつきの法則」とも言われます。

アリは働き者と言われますが、実は100匹のアリのうちよく働くのは2割だけのようです。8割は働き者ではないにもかかわらず、その2割のアリが「アリは働き者だ」というイメージを作り上げているのです。他にもこのパレートの法則は、ビジネスや自分の身の回りにおいても、様々なシーンに当てはめることができます。

  • 売上げの8割は、全体の2割の顧客が生み出している
  • 売上げの8割は、全体の2割の製品が生み出している
  • 携帯電話の機能のうち、使っている機能は2割
  • 持っている洋服の中でも、実際着るのは2割
  • 所得税の8割は、課税対象者の2割が担っている
  • 物事の本質の8割は、2割を見ればわかる

 

・・・などなど。

これだけを見ても、何気なく過ごしていることでもよく考えると、なるほど!という例えがあるのではないでしょうか?

また、ビジネスや一般社会、生活の中でも、平均収入や平均売上というように「平均」として捉えられることも多いですが、その中身をよく見ると、その中でも大きく差があります。例えば、1人の収入は2,000万円、他の2人は500万円だとすると3人の平均収入は1,000万円となりますが、その平均収入を上げている人は1人。その平均に信ぴょう性はありませんね。その中身まで見ないとわからないものです。平均という考え方ではなく、このパレートの法則を理解して、2と8は何なのかを見極めることで、伸ばす部分と改善する部分を明確にすることができます。まずは、この2割の部分を探して、注力することで、効率良く物事を進めることができると言えます。

かといって、効果のいい2割を残してその他の8割を切り捨ててしまえばいいというものではありません。

 

ビジネスに当てはめると・・・

まずはパレートの法則でいう2割、つまり売上を上げている2割を探します。8割の売上に繋がっている2割の商品や8割の売上を支えている2割の顧客を明確にし、その商品や顧客に対して、コストや時間、労力を使うことで、無駄な労力を使わずに売上に繋げられると言えます。

さらに、ビジネスの拡大、売上の拡大のために、売上に繋がっていない商品や顧客に着目してみます。この8割を切り捨てるとビジネスチャンスも逃すことになりかねません。この8割の商品が売上に結びつくためにオファーや見せ方を考えるということや顧客から売上を上げる方法を考えるなど効率的に改善に繋げることができます。また、その売れていない8割の中には、売上に繋がる2割のための重要なオファーである場合もありますので、その役割をしっかり見極めましょう。

このように、ビジネスでは、2割で安定した売上を上げつつ、その他を改善するなどさらにビジネスを拡大していくことができます。

飲食店でこの法則を使うとすれば、すべてのメニューに注力するのではなく、2割の売れる人気商品を作り、その人気商品に注力することで、8割の売上を上げられると考えられます。ピザが自慢のイタリアンにピザを食べに行きたいですし、メロンパンが美味しいパン屋さんではメロンパンを買いたくなるものです。ターゲットを絞って、エッジを効かせることで、リスクをできるだけ少なくして、売上を上げることができます。

広告運用でも、よく見るとコンバージョンが上がっているキーワードは全体の2割なんてこともあります。「効果が出ていないから」とすべてを改善するのではなく、コンバージョンが上がっている部分に目を向けて、コツコツと改善していくことがポイントだといえるでしょう。

 

ビジネスだけでなく、自分の身の回りについてもパレートの法則に当てはめて考えてみてみましょう。効果のいい2割を見つけることで、効率良く物事を進められるかもしれませんね。

 

執筆者:才田 真未 (https://woman.xlab-online.com)

前職はウエディングプランナー。現在は、2人の育児をしながらリスティング広告、Facebook広告などのweb広告運用やセミナーを開催。多角的視点から考える広告運用やマーケティング情報をお届けします。

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