KGI・KPIの意味は?ビジネスの目標設定に欠かせない指標を設定しよう





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目次

KGIとは

「Key Goal Indicator(キーゴールインジゲーター)」の略で、日本語に訳すと「重要目標達成指標」となる。

「Goal」と入っているとおり、KGIは最終目標が達成されているかを計測するための指標のことです。

KGIは曖昧な指標では意味を成さないため、誰でも公平に判断できるよう時期と具体的な数値を設定し、明確な判断基準としておくことが基本となります。

そのため定性的な情報ではなく、定量的な指標を用い、振り返りのタイミングで達成しているかどうかがひと目でわかるものを指標とします。

KGIの例

  • 「来期の売上を1.5倍にする」
  • 「来月に新規顧客を100名獲得する」
  • 「xという作業時間を半分に削減する」

KPIとは

「Key Performance Indicator(キーパフォーマンスインジゲーター)」の略で、日本語に訳すと「重要業績評価指標」となる。

設定したKGIに対してどのような指標を通貨すれば達成可能かどうかを洗い出し、その過程をクリア出来ているかどうかを数値で計測するのが「KPI」です。

KGIからKPIを作成する

KGI

KPIとはKGIを達成するために確かと思われる評価基準です。

目標到達のために必要な要素は単一で無いことが多いため、ほとんどのケースでは1つのKGIに対し、複数のKPIが含まれます。

KPIの例

KGI「3ヶ月後までに体重を5kg落とす」

だったとすれば、マイルストーンとして確かであろうものをKPIとして置きます。

仮に「体重の減量グラフが代謝の向上により、2次関数的な弧を描く」という仮説があるのであれば

KPI「1ヶ月後までに体重を1kg落とす」

という仮設定が出来ます。

KPIがそれぞれ洗い出すことができれば、そのKPIを達成するために必要であると考えられるアクションをタスクリストとして構築し、日々実行をしていくことでKGIが達成できるようにしていきます。

アクションの例

KPI「1ヶ月後までに体重を1kg落とす」

ために必要なアクションとして、下記などが挙げられます。

  • 毎日30分ウォーキングをする
  • 毎日30回腕立て伏せを実行する
  • 毎日30回腹筋をする

また、これらのアクションも実行の可否について振り返りが容易な指標にしておく必要があります。

KGI・KPIなどのアクションはSMARTに

目標はシンプルに、スマートにしましょう。

と言葉だけを聞くと概念論かと思いがちですが、この場のSMARTは少し意味街が異なります。

SMARTとは

KPIの目標達成のために必要な5要素の頭文字を取ったものである。

  • Specific(明確にわかるか)
  • Measurable(計測ができるか)
  • Achievable(達成可能性があるか、無謀ではないか)
  • Result-oriented or Relevant(結果が出るか。または 大目標と関連性があるか)
  • Time-bound(期限が明確か)

これらの要素に欠けるKPIやアクションプランを設定してしまうと

  • 達成したかどうかわからない
  • 達成していないが、終了期限がないのでいつまでもチャレンジ状態
  • 達成したけど問題解決に至らない

などの状態が発生してしまいます。

そうならないように、KPIやアクションプランはSMARTに沿って当てはめられるように設定をしましょう。

上記例にあてはめると

KPI「1ヶ月後までに体重を1kg落とす」
  • S(明確か?) : 1kg
  • M(計測出来るか?): 体重計に乗ればわかる
  • A(達成可能か?) : 1ヶ月1kgは現実的に可能
  • R(関連性があるか?): 大目標5kgの減量に繋がっている
  • T(期限が明確か?) : 1ヶ月
アクション「毎日30分ウォーキングをする」
  • S(明確か?) : 30分
  • M(計測出来るか?): 時計を持って外出すればOK
  • A(達成可能か?) : 1日30分歩くだけなので可能
  • R(関連性があるか?): 親目標1kgの減量に繋がる
  • T(期限が明確か?) : 1日

といったように当てはめられる。

KPIの考え方

KPIとは「人を動かすもの」であると考えています。

達成すべき指標であるのは間違いないのですが、達成するための道程が全く分からないような指標では効力がありません。(SMARTのAに違反しているケース)

KPIとは、それを設定することで、明日からするべきことがわかり、アクションに繋げられる必要があるものだと考えています。

KPIの数について

KPIの数はいくつ。といったように明確には決められていません。

しかし、多ければよいというものでもありません。

「あれも、これも。」と設定してしまうと、本当に大切な指標が埋もれてしまい大目標の達成に紐付いていないKPIが生まれてしまうケースも珍しくありません。

そうならないためにKPIツリーを作っていくことをオススメしています。

KPIツリーを作ろう

KGIとKPIの関連が正しいか、過不足はないか。ということを確認しながらKPIを設定できるKPIツリーを作りましょう。

KPIツリーを作ることで、KGIから大きく外れたものをKPI設定することが少なくなるでしょう。

KPIツリーを作る上でのポイント

1. MECEにこだわりすぎない

KPIツリーはロジック・ツリーとは異なり、KGIを達成する要素の抽出が目的です。

そのため、完璧なMECEの構造を求め、こだわりすぎないことが大切です。

1施策が複数のKPIにしか影響することは珍しくありません。

柔軟にKGIを捉え、KPIを正しく設定していきましょう。

2. 細かくしすぎない

上述の通り、KPIという指標は更に「サブKPI」というものを設定し、分解しようとすればいくらでも細かく出来ます。

しかし、KPIを細かくし過ぎると、アクション時に何故そのKPIを負っているのかわからなくなってしまう危険性を持っています。

3. 完璧を求めない

KPIツリーに完成はありません。
月日が経ったり状況が変わったりすると、それぞれの課題が変わっていきます。

当然それに併せてKGIも変化することもあるでしょう。

「完璧なKPIツリーを1度で作り上げられるかどうか。」ではなく、「アクションをした結果をKPIツリーにフィードバックできるか。」といったことのほうが大切です。

KPIを用いた業務改善ももちろんですが、KPIツリー自体にも改善を施していきましょう。

ECサイトのKPIツリー例

かんたんにECサイトのKPIツリー例を作成してみました。

ECサイトの売上

KPIツリーは事業者それぞれで変わってきますし、指標も1つではありません。

例えば「購入者数」というのを上記では「訪問数×転換率」で表していますが、「新規購入者+リピート購入者」やその他の指標で表すことも可能です。

どのように定義するかは、事業の特性やKGIの状態によっても異なってくると思います。
ここを考え尽くすのがカイゼンのもっとも近道なので、しっかりと考えていきましょう。

KPIツリーができたら

KPIツリーが一旦完成したら、複数のKPIが存在していると思います。

それぞれのKPIに対してSMARTと思われるアクションを考えて、タスク化・実行をしていきましょう。

上記ツリーはサンプルなので、ツリー自体に数値などは持たせていませんが、持たせるのであれば

KGI

「来月のECサイトの売上を110%にする」

KPI

購入者数をx人増やす
購入商品数を120%にする

アクション

カート落ち率を0.5%改善する
カートページ下部にレコメンデーションコンテンツを追加する

のような形などが考えられると思います。

しっかりと現状の課題を見つめ、KGIに紐付いたKPIを設定してカイゼンを回していきましょう!

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