CASE8-4マーケティング戦略とマーケティング計画の立案目標設定 〜 目標と目的の明確化
マーケティング戦略や計画を成功させるためには、最初に目標と目的をはっきり決めることがとても大切です。目標があいまいだと、戦略がぶれてしまい、時間やお金を無駄にしたり、思ったような効果が出なくなったりします。
この記事では、効果的なマーケティング戦略を作るための目標設定のポイントと、その目標をもとにした具体的なマーケティング計画を作るステップについてわかりやすく説明します。これを読むことで、しっかりした計画を立てるコツがつかめるようになります。
マーケティング戦略とマーケティング計画を成功させるためには、最初に目標と目的を明確に定めることが重要です。目標が不明確な場合、戦略がぶれ、リソースの浪費や効果の低減に繋がります。本記事では、マーケティング戦略を効果的に構築するための目標設定と、その目標に基づく具体的なマーケティング計画を立案するためのステップを説明します。
目標設定と目的の違い
マーケティングの文脈では、目標(goal)と目的(objective)は似ているように見えて、それぞれ異なる役割を果たします。
- 目標(goal)
長期的な視点で企業やブランドが達成したい大きなビジョンや成果を指します。例えば、「市場シェアを拡大する」や「ブランド認知度を高める」など。 - 目的(objective)
目標を達成するために設定される、具体的かつ測定可能な短期的な指標です。例として、「次の6ヶ月間で新規顧客を10%増加させる」などが挙げられます。
この両者を明確に区別することで、マーケティング戦略はより精度が高まり、実行可能な計画に落とし込むことができます。「目的はパリ、目標はフランス軍」という言葉がありますが、1871年の普仏戦争でプロイセンがパリを占領した時に、プロセインの宰相ビスマルクが言った言葉です。
目標と目的の設定方法
マーケティング戦略の成功において、目標と目的を設定する際に有効な手法の一つがSMART法です。SMARTは以下の5つの要素から成り立っています。
- Specific(具体的であること)
曖昧な表現ではなく、誰が、何を、どのように行うのかを具体的に示します。例:「新しいデジタル広告キャンペーンで、20〜30代の女性ユーザーをターゲットにする」 - Measurable(測定可能であること)
成果を数値で測れるように設定します。例:「ウェブサイトの月間トラフィックを15%増加させる」 - Achievable(達成可能であること)
実現可能な範囲で、達成可能な目標を設定します。非現実的な目標は、チームの士気を下げる可能性があります。 - Relevant(関連性があること)
目標は企業のビジョンや中長期戦略と整合性がある必要があります。例:「新しい製品カテゴリーの拡販を通じて、総売上高を増加させる」 - Time-bound(期限があること)
明確な期限を設定することで、計画を実行に移し、定期的に進捗を確認することができます。
このSMART基準に基づいて目標と目的を設定すると、マーケティング戦略はより明確かつ効果的に進行します。
実例
コカ・コーラ社のマーケティング目標設定
コカ・コーラ社は、長期的なブランド成長を視野に入れつつ、具体的な短期目標を設定しています。例えば、環境負荷の軽減という大きな目標に対して、プラスチック廃棄物の削減を短期目標とし、2025年までに全ての製品パッケージのリサイクル可能化を目的として掲げました。このように、ビジョンと実行可能な目標がリンクしていることで、消費者に対する信頼を高め、環境にも配慮したブランドイメージを強化しています。
アクションプランと学習ポイント
マーケティング戦略の目標設定を成功させるためのアクションプランは以下の通りです。
- ビジネスゴールの確認: まず、企業全体のビジョンやミッションを確認し、マーケティング目標がそのゴールと一致しているか確認します。
- 市場調査の実施: ターゲット市場や競合分析を行い、現状の課題とチャンスを特定します。
- SMARTな目標設定: 具体的な数値目標や期限を設けた目標を設定します。
- KPIの設定: 達成度を測定するために、KPI(重要業績評価指標)を設定します。例として、売上、リード数、コンバージョン率などが挙げられます。
- 定期的なレビューと改善: 計画を実行する中で、定期的に目標達成度をモニタリングし、必要に応じて戦略を修正します。
注意すべきポイント
- 現実的なリソース配分: 目標を設定する際、利用可能な予算や人材、時間といったリソースを現実的に考慮する必要があります。
- フィードバックループの確立: 戦略の途中で成果を評価し、必要に応じて軌道修正を行うためのフィードバックプロセスを構築することが重要です。
- 全チームでの合意形成: マーケティング目標はマーケティング部門だけでなく、営業や製品開発など全社的な理解と協力が必要です。
KPI設計の特徴
KPI設計の特徴は、明確で具体的、測定可能、達成可能で現実的であることです。これらの特徴を備えたKPIを設定することで、組織やチームは目標に向かって効率的かつ効果的に進むことができます。
1. 明確で具体的
KPIは明確で具体的である必要があります。これにより、目標達成のための具体的なアクションや進捗状況を把握しやすくなります。曖昧な指標ではなく、数値や具体的な成果に基づいた指標が必要です。
例: 「売上高を増やす」という曖昧な目標ではなく、「月間売上高を前年比10%増加させる」という具体的な目標を設定する。
2. 測定可能
KPIは測定可能でなければなりません。定量的に評価できる指標を設定することで、進捗を客観的に評価し、目標達成の度合いを確認できます。測定可能な指標により、データに基づいた意思決定が可能になります。
例: 「顧客満足度を向上させる」という目標ではなく、「顧客満足度調査のスコアを85%以上にする」という測定可能な指標を設定する。
3. 達成可能で現実的
KPIは達成可能で現実的である必要があります。過度に高すぎる目標や現実的ではない目標を設定すると、モチベーションの低下や達成感の欠如を招く可能性があります。現実的な範囲内で挑戦的な目標を設定することが重要です。
例: 「新規顧客を年間100万人獲得する」という非現実的な目標ではなく、「新規顧客を年間1万人獲得する」という達成可能な目標を設定する。
KPIの設計例
レッドブルのKPI(重要業績評価指標)
レッドブルは、エナジードリンクの市場で高いシェアを持つグローバル企業であり、そのKPIは販売業績、ブランド認知度、顧客満足度、マーケティング効果など多岐にわたります。以下に、レッドブルの主要KPIを各領域ごとに設計します。
1. 販売業績のKPIツリー項目
2. ブランド認知度のKPIツリー項目
3. 顧客満足度のKPIツリー項目
4. マーケティング効果のKPIツリー目標
5. 社会貢献およびサステナビリティのKPIツリー目標
これらのKPIは、レッドブルが企業目標を達成するための指標として機能し、企業の成長、ブランド力の強化、顧客満足度の向上、持続可能な社会貢献活動を支えるために重要な役割を果たします。
目標設計の基本
魅力的なゴールを描くことで日々の業務(課題解決など)に意義を持たせることができます。現在と未来のギャップを見える化し、顧客の課題を解決するための自社の課題を特定します。目標設計の基本的な順番は、(1) 現在地の特定 (2) 目標のリストアップ (3) 未来目標設定 (4) 現在地とのギャップを特定 (5) 課題のリストアップ (6) 仮説定義 (7) 仮説の検証方法の定義(8) 中間目標の設定(または目標の再設定)(9) アクションプランやコンセプト定義です。
- 定性目標:ビジョンに近い目標で「将来の理想的な状態」を表現する
- (例)2年後にブランドのロイヤリティ化を目指す
- (例)2年後に非助成認知における想起集合で3番に食い込む状態を目指す
- 定量目標:達成したい数値目標で「実現したい数値目標」を表現する
- (例)2年後に売上高を200億達成
UnsplashのImmo Wegmannが撮影した写真
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