ギター弾きの「行政書士開業準備中」

近年の行政書士を志す人の多くが何故か「紛争解決業務」に憧れるようです。
何度もしつこいようですが、僕は非紛争派行政書士で、特に非弁にならない業務を追求するための記事を書いたりしております。しかし、今回は「紛争解決業務」について経営の観点からも書いてみようと思います。

弁護士や社会保険労務士、税理士なども含めて法務サービスには「単発業務」と「継続業務」があります。
弁護士はオールマイティですが、社労士や税理士の場合、わりと顧問契約を主流とした「継続業務」をどれだけ増やせるかがカギとされています。

役に立ったと思われた方はポチお願いします。

行政書士は営業許可や会社設立など圧倒的に単発業務が多く、近年流行りの権利義務業務も「相続、離婚、告訴」などといった単発業務となります。

通常、経営を考えるとき、多くの事業者は「可能な限り自分のサービスを長期間必要として欲しい」と思っています。

それは「単発型サービス」と「継続型サービス」では、新規客を獲得してから、その顧客が支払ってくれる「総金額」が異なるからです。

離婚協議書の作成を10万円で受けたとして、その顧客が次に離婚する可能性はかなり低いでしょう。
一方、一ヶ月1万円の顧問契約を取った場合は1年で12万円、2年になれば24万円となります(これをライフタイムバリューという）。

同じだけチラシ・DM・HPへの広告宣伝費を投じるならば、あきらかに継続業務を獲得するほうが有利です。
もちろん「離婚業務は確かに単発かもしれないけど、その時の顧客の支持を得られれば、次に相続や告訴の仕事が回ってくるかもしれない！」という反論はできるでしょう。

でも、それなら顧問契約でもその会社が新たな事業を立ち上げれば許認可業務が発生しますし、契約などを交わす場合、定款を変更する場合などでも単発業務が見込めます。

つまり両者において「偶発的な業務の発生を考慮する必要はない」のです。むしろ、顧問契約のように常に顧客との接点がある方が、一度離婚でお世話になっただけの行政書士を律儀に選んでくれる期待よりもはるかに可能性は高いでしょう。

その意味でも、継続的な行政書士業務で、長期間、定期的にお付き合い出来るサービスをウリにすれば、新規顧客もみなさんと常に接点を持つ理由が必然的に出来るのです。

医者を例にとっても「治療完了」のみを目的にする患者の場合は「治ったら、ハイそれまで」ですが、日々の健康管理の大切さを説き「定期健診」や「かかりつけの医者」としての日々の健康相談をウリ出せば「治療を目的としない」非患者層をも、顧客にすることが可能であり、定期的な業務が発生します。

さらに、単発業務メインで新規顧客の獲得ばかりをすることは非常に大変です。
営業経験のある方ならみんなお分かりだと思いますが、新規顧客開拓と既存客への販売個数増加では後者の方が明らかに有利です。

これらから考えても「紛争解決業務」にむやみに手を出すことは、漫画やドラマの華やかでカッコイイ世界に憧れているだけで、現実的な経営をあまり考慮していないような気もします。
もし、本気でADR獲得を目指すなら、以前の記事にも書いたようにADRの認証を得るために、キチッとそういう運動に協力しましょう。（僕の所属する書士会もかなり前からこれに取り組んでおられたそうで、もうすぐで正式に発足しますよ(^^)　）

それと、弁護士の場合は別ですよ。一般的な法律顧問が獲得できますし、紛争といえば弁護士。というブランドも確立していますから、営業しなくても「紛争業務」だけは獲得できます（老舗の事務所のみ）。
行政書士はどこかの事務所で一定期間働いてから「のれん分け」というシステムが出来ておらず、イチからの開業が基本ですから、このような特別なポジションにある弁護士と同列に考えるべきではありません。

それは近年の新司法試験合格組で、法律事務所に就職できなかった弁護士の現状を見れば明らかだと思います。

その観点からも行政書士は行政書士である強みを最大限に生かせるサービスこそを独自に開拓すべきで、「紛争解決業務」ばかりに目を奪われていてはいけないのではないでしょうか？

尚、「じゃあ、行政書士の継続的業務ってどんなサービスやねん！？」というツッコみがあるかと思いますが、それはまた後日書く機会があれば書きます。
大切なのは自分で新たに発掘することですけれども・・。

役に立ったと思われた方はポチお願いします。

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