[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"site-settings":3,"article-interview-hawk-eye":89,"article-rail-interview-hawk-eye":472},{"nav":4,"footerNav":21,"socialLinks":63,"featuredStory":70,"featuredPeople":71,"searchSuggestions":76,"joinCTA":82,"motionFlags":87},[5,9,13,17],{"label":6,"href":7,"labelEn":8},"ストーリー","\u002Fstories","BLOG",{"label":10,"href":11,"labelEn":12},"人","\u002Fpeople","MEMBERS",{"label":14,"href":15,"labelEn":16},"KANOEについて","\u002Fabout","MISSION",{"label":18,"href":19,"labelEn":20},"入会","\u002Fjoin","JOIN",[22,42,51],{"heading":23,"links":24},"読む",[25,27,30,33,36,39],{"label":26,"href":7},"すべてのストーリー",{"label":28,"href":29},"トピック一覧","\u002Ftopics",{"label":31,"href":32},"特集一覧","\u002Fseries",{"label":34,"href":35},"互酬経済のしくみ","\u002Fseries\u002Fgiver-economy",{"label":37,"href":38},"会員の声","\u002Fseries\u002Fmember-stories",{"label":40,"href":41},"検索","\u002Fsearch",{"heading":43,"links":44},"知る",[45,47,49],{"label":46,"href":15},"KANOE について",{"label":48,"href":11},"人を探す",{"label":50,"href":19},"入会について",{"heading":52,"links":53},"規約",[54,57,60],{"label":55,"href":56},"プロモーション方針","\u002Fpromotion-policy",{"label":58,"href":59},"プライバシーポリシー","\u002Fprivacy",{"label":61,"href":62},"利用規約","\u002Fterms",[64,67],{"label":65,"href":66},"X","https:\u002F\u002Fx.com\u002F",{"label":68,"href":69},"note","https:\u002F\u002Fnote.com\u002F","first-move-visible",[72,73,74,75],"aoyama-rin","umehara-satoko","kashiwagi-tetsu","sasabe-nao",[77,78,79,80,81,37],"紹介","信用","定例会","灯","仕組み化",{"eyebrow":83,"heading":84,"body":85,"label":86,"href":19},"JOIN KANOE","先に動いた人から、ちゃんと見られる。","商品がまだ固まっていなくても大丈夫です。先に、人とのつながりだけ作っておけます。まずは中で何が起きているかを覗いてみてください。","入会について読む",{"heroScene":88,"orbit":88,"footerFormation":88,"wingMenu":88},true,{"article":90,"summary":173,"people":187,"topics":217,"series":222,"related":223,"promotions":457},{"id":91,"title":92,"slug":93,"dek":94,"excerpt":95,"cover":96,"topics":101,"tags":104,"people":108,"author":109,"publishedAt":111,"format":112,"readMinutes":113,"featured":114,"editorialWeight":115,"blocks":116,"relatedOverride":169,"seo":170,"status":172},"article-interview-hawk-eye","眼識は、慣れではなく手順である","interview-hawk-eye","18年で数百社を見てきた柏木哲さんに、「この人と組むか」をどう判断しているのか聞きました。返ってきたのは、直感の話ではなく確認の順番の話でした。","「この人と組むか」の判断は直感ではない。18年分の確認の順番を聞いた。",{"src":97,"alt":98,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Finterview-hawk-eye.jpg","工場の作業台で、明るい窓を背に影となった二人が部品を見ている。片方がもう一方の手元を指している",1600,900,[102,103],"trust","referral",[105,106,107],"インタビュー","眼識","判断",[74],{"name":110},"KANOE 編集部","2026-07-14","interview",10,false,1,[117,123,137,144,156,161],{"_key":118,"theme":119,"spacing":120,"type":121,"markdown":122},"b1","paper","normal","richText","KANOE のシンボルは鷹です。高い視座から機会を見定め、テイカーを寄せ付けない眼識を表しています。\n\nでは、その眼識は具体的に何をしているのか。中小製造業の経営支援を18年続けている柏木哲さんに聞きました。",{"_key":124,"theme":119,"spacing":120,"type":125,"exchanges":126},"b2","interviewQA",[127,131,134],{"question":128,"answer":129,"speaker":130},"初対面で「この人と組めるか」は、どこで判断していますか。","最初の10分は何も判断しません。判断しないと決めています。人当たりのよさは相関がないので、そこを見ると外します。","柏木",{"question":132,"answer":133,"speaker":130},"では何を見ているのですか。","自分以外の誰かの話が、どの粒度で出てくるか。取引先でも従業員でも家族でもいいんですが、その人の名前と、その人が何に困っていたかまで出てくる人は、だいたい信用できます。",{"question":135,"answer":136,"speaker":130},"逆に、警戒するのは。","実績の話が全部一人称なんですよ。「自分がやった」「自分が決めた」。事実かもしれないけど、その人と組むと、こちらの貢献も同じ扱いになります。",{"_key":138,"theme":119,"spacing":120,"type":139,"image":140,"bleed":88},"b3","fullImage",{"src":141,"alt":142,"width":99,"height":100,"caption":143},"\u002Fmedia\u002Fcovers\u002Ftopic-trust.svg","視野が絞られていく様子を表した抽象的な図版","「見る順番を決めておくと、その日の体調に判断が引っ張られない」",{"_key":145,"theme":119,"spacing":120,"type":125,"exchanges":146},"b4",[147,150,153],{"question":148,"answer":149,"speaker":130},"手順、というのは。","①他人の話が出るか ②困りごとを自分の言葉で言い直せるか ③断った経験を話せるか。この順で聞きます。順番が大事で、③から聞くと言い訳を用意されるので。",{"question":151,"answer":152,"speaker":130},"③はなぜ効くのですか。","断れる人は、自分の範囲を分かっている人だからです。範囲が分かっている人にしか、安心して紹介できません。全部できますと言う人は、紹介先で必ず事故ります。",{"question":154,"answer":155,"speaker":130},"その手順は、経験の浅い人でも使えますか。","使えます。というより、経験の浅い人ほど手順で見たほうがいい。慣れは10年かかりますが、順番は今日から真似できるので。",{"_key":157,"theme":119,"spacing":120,"type":158,"quote":159,"attribution":160,"personSlug":74},"b5","quote","眼識って才能の話にされがちですけど、実際は「何を、どの順で聞くか」を決めているだけです。決めていない人は、その日の機嫌で判断しています。","柏木 哲（柏木経営研究室）",{"_key":162,"theme":119,"spacing":120,"type":163,"heading":164,"body":165,"action":166,"href":167,"label":168},"b6","cta","柏木さんが紹介してほしい相手","値付けに迷いがある製造・卸の経営者。価格を上げる前に、選ばれている理由を整理したい方。","connect","\u002Fpeople\u002Fkashiwagi-tetsu","プロフィールを見る",[],{"description":171},"「この人と組むか」の判断を、直感ではなく確認の順番として言語化したインタビュー。","published",{"id":91,"slug":93,"title":92,"dek":94,"cover":174,"topics":175,"people":178,"format":112,"publishedAt":111,"readMinutes":113,"featured":114},{"src":97,"alt":98,"width":99,"height":100},[176,177],{"slug":102,"name":78},{"slug":103,"name":77},[179],{"slug":74,"name":180,"role":181,"portrait":182},"柏木 哲","経営コンサルタント",{"src":183,"alt":184,"width":185,"height":186},"\u002Fmedia\u002Fportraits\u002Fkashiwagi-tetsu.jpg","工場の中二階の手すりに立ち、階下の現場を見下ろす人物の後ろ姿。顔は見えない",800,1000,[188],{"id":189,"slug":74,"name":180,"nameEn":190,"portrait":191,"role":181,"company":192,"expertise":193,"industry":197,"region":200,"publicBio":201,"introTarget":202,"trustSignals":203,"featuredStories":216,"exposureLabel":80,"featured":88,"isFixture":88},"person-kashiwagi-tetsu","Tetsu Kashiwagi",{"src":183,"alt":184,"width":185,"height":186},"柏木経営研究室",[194,195,196],"事業計画","価格設計","組織づくり",[198,199],"製造","卸売","愛知","中小製造業の事業計画づくりを 18年。数字を締めるより先に、その会社が何で選ばれているかを言語化することから入る。KANOE では「眼識は慣れではなく手順である」という立場で、見極めの手順を共有している。","値付けに迷いがある製造・卸の経営者。価格を上げる前に選ばれる理由を整理したい方。",[204,208,212],{"kind":205,"label":206,"year":207},"tenure","経営支援 18年",2008,{"kind":209,"label":210,"detail":211},"introduction","会員への紹介 34件","2026年上半期",{"kind":213,"label":214,"detail":215},"testimonial","紹介先からの再依頼率が高い","会員インタビューより",[],[218,220],{"slug":102,"name":78,"description":219},"貢献の蓄積が信用に変わるまでに、実際には何が起きているのか。信用の作り方ではなく、信用が見えるようになる条件を扱います。",{"slug":103,"name":77,"description":221},"誰かを誰かにつなぐ行為を、偶然ではなく手順にする。紹介が起きる前提条件と、紹介された側が困らない渡し方をまとめています。",null,{"stories":224,"people":344,"next":449},[225,258,287,317],{"id":226,"slug":227,"title":228,"dek":229,"cover":230,"topics":233,"people":236,"series":245,"format":248,"publishedAt":249,"readMinutes":250,"featured":114,"reasons":251},"article-trust-compound","trust-compound","信用は、誰の手元に貯まるのか","同じだけ動いているのに、信用が貯まる人と貯まらない人がいます。差は熱量ではなく、動いた事実が置かれる場所にありました。",{"src":231,"alt":232,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Ftrust-compound.jpg","暗い机に高く積まれた、使い込まれた書類の束。横からの光が一層ずつ紙の端を照らし、上に小さな真鍮の飾りが載っている",[234,235],{"slug":102,"name":78},{"slug":103,"name":77},[237,243],{"slug":72,"name":238,"role":239,"portrait":240},"青山 凛","コミュニティ設計 \u002F KANOE 発起人",{"src":241,"alt":242,"width":185,"height":186},"\u002Fmedia\u002Fportraits\u002Faoyama-rin.jpg","明るい窓の前に立つ人物を後ろから見た写真。逆光で影になり、顔は見えない",{"slug":74,"name":180,"role":181,"portrait":244},{"src":183,"alt":184,"width":185,"height":186},{"slug":246,"name":34,"order":247},"giver-economy",2,"feature","2026-07-28",9,[252,255],{"kind":253,"label":254},"people","同じ人が登場",{"kind":256,"label":257},"topic","同じトピック",{"id":259,"slug":260,"title":261,"dek":262,"cover":263,"topics":266,"people":271,"format":281,"publishedAt":282,"readMinutes":283,"featured":114,"reasons":284},"article-referrals-that-stalled","referrals-that-stalled","成立しなかった紹介78件を、止まった場所で分けた","上半期に運営が把握できた紹介のうち、78件は会うところまで行きませんでした。断られた理由ではなく、どの段で止まったかで分類しています。",{"src":264,"alt":265,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Fseries-giver-economy.jpg","暗い机をひとつのランプが照らし、四方から伸びた何組もの手が中央に集まっている真上からの写真",[267,268],{"slug":103,"name":77},{"slug":269,"name":270},"community","コミュニティ運営",[272,279],{"slug":273,"name":274,"role":275,"portrait":276},"tsuruta-hiromi","鶴田 弘美","運営事務局",{"src":277,"alt":278,"width":185,"height":186},"\u002Fmedia\u002Fportraits\u002Ftsuruta-hiromi.jpg","明るい部屋で並んだ椅子を整えている人物の後ろ姿。顔は見えない",{"slug":74,"name":180,"role":181,"portrait":280},{"src":183,"alt":184,"width":185,"height":186},"report","2026-06-24",8,[285,286],{"kind":253,"label":254},{"kind":256,"label":257},{"id":288,"slug":289,"title":290,"dek":291,"cover":292,"topics":295,"people":300,"series":310,"format":248,"publishedAt":312,"readMinutes":313,"featured":114,"reasons":314},"article-introduce-with-words","introduce-with-words","「自分の言葉でつなぐ」紹介文の書き方","紹介文が褒め言葉で終わると、受け取った側が動けません。相手が次の一歩を踏めるところまで書くための、4つの型を共有します。",{"src":293,"alt":294,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Fintroduce-with-words.jpg","濃い緑の卓上で、二組の手が小さな白い折りカードを受け渡している手元の接写",[296,297],{"slug":103,"name":77},{"slug":298,"name":299},"branding","ブランディング",[301,308],{"slug":302,"name":303,"role":304,"portrait":305},"okabe-mizuki","岡部 瑞希","コピーライター",{"src":306,"alt":307,"width":185,"height":186},"\u002Fmedia\u002Fportraits\u002Fokabe-mizuki.jpg","窓辺でノートに書きこんでいる両手の接写。頭部は画面の外にあり、顔は写っていない",{"slug":74,"name":180,"role":181,"portrait":309},{"src":183,"alt":184,"width":185,"height":186},{"slug":246,"name":34,"order":311},4,"2026-06-05",6,[315,316],{"kind":253,"label":254},{"kind":256,"label":257},{"id":318,"slug":319,"title":320,"dek":321,"cover":322,"topics":325,"people":330,"format":112,"publishedAt":338,"readMinutes":283,"featured":114,"reasons":339},"article-refuse-before-quote","refuse-before-quote","見積を出す前に、受けない工事を先に言う","榎田潤さんは現地調査のあと、金額より先に「うちが受けない範囲」を伝えます。失注は増えました。着工後の追加変更は月4.2件から0.8件に減っています。",{"src":323,"alt":324,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Ftopic-operations.jpg","深緑の板に、のみ・のこぎり・木槌・さしがねが一本ずつ間隔をあけて掛けられた工房の壁。一箇所だけ掛かっていない",[326,329],{"slug":327,"name":328},"sales","営業と集客",{"slug":103,"name":77},[331],{"slug":332,"name":333,"role":334,"portrait":335},"enokida-jun","榎田 潤","内装施工 \u002F 現場監督",{"src":336,"alt":337,"width":185,"height":186},"\u002Fmedia\u002Fportraits\u002Fenokida-jun.jpg","内装工事中の建物の明るい戸口に立つ作業着姿の人影。逆光の影になり顔は見えない","2026-07-08",[340,341],{"kind":256,"label":257},{"kind":342,"label":343},"tag","共通のタグ",[345,377,398,421],{"person":346,"reasons":374},{"id":347,"slug":72,"name":238,"nameEn":348,"portrait":349,"role":239,"company":350,"expertise":351,"industry":355,"region":358,"publicBio":359,"introTarget":360,"trustSignals":361,"featuredStories":373,"exposureLabel":80,"featured":88,"isFixture":88},"person-aoyama-rin","Rin Aoyama",{"src":241,"alt":242,"width":185,"height":186},"HINOETORA COMMUNITY GROUP",[352,353,354],"コミュニティ設計","紹介導線","事業立ち上げ",[356,357],"コミュニティ","経営支援","東京","壁打ちコミュニティ HINOE の運営を経て、貢献したギバーが正当に得をする場として KANOE を立ち上げる。「声の大きさではなく、誰かのために動いた事実が見えるようにする」ことを一貫したテーマにしている。","紹介で仕事が回る状態を作りたいが、人脈の強さに頼りたくない事業者。",[362,366,370],{"kind":205,"label":363,"detail":364,"year":365},"HINOETORA 運営","コミュニティ運営 4年目",2022,{"kind":367,"label":368,"detail":369},"contribution","紹介の受け渡し 120件","2026年上半期の実績",{"kind":371,"label":372},"credential","KANOE 設計責任者",[],[375],{"kind":256,"label":376},"同じトピックで活動",{"person":378,"reasons":396},{"id":379,"slug":273,"name":274,"nameEn":380,"portrait":381,"role":275,"company":350,"expertise":382,"industry":386,"region":358,"publicBio":387,"introTarget":388,"trustSignals":389,"featuredStories":395,"featured":114,"isFixture":88},"person-tsuruta-hiromi","Hiromi Tsuruta",{"src":277,"alt":278,"width":185,"height":186},[383,384,385],"定例会運営","会員サポート","イベント設計",[356],"定例会と入会サポートの運営担当。出席率を KPI から外したときに何が起きたかを、実際の数字とともに書いている。","コミュニティを運営していて、参加率の低下に悩んでいる人。",[390,393],{"kind":205,"label":391,"year":392},"運営事務局 3年目",2023,{"kind":367,"label":394},"新規会員のオンボーディング 210件",[],[397],{"kind":256,"label":376},{"person":399,"reasons":419},{"id":400,"slug":302,"name":303,"nameEn":401,"portrait":402,"role":304,"company":403,"expertise":404,"industry":407,"region":410,"publicBio":411,"introTarget":412,"trustSignals":413,"featuredStories":418,"exposureLabel":80,"featured":114,"isFixture":88},"person-okabe-mizuki","Mizuki Okabe",{"src":306,"alt":307,"width":185,"height":186},"",[405,105,406],"コピーライティング","紹介文設計",[408,409],"クリエイティブ","教育","京都","人の価値を自分の言葉で伝え直すことを仕事にしている。KANOE では紹介文のレビューを担当し、「褒める」と「伝わる」の差を毎回言語化している。","自分の強みを自分で説明できずに困っている専門職。",[414,416],{"kind":367,"label":415},"紹介文のレビュー 63件",{"kind":213,"label":417},"レビュー後に問い合わせが増えたという報告多数",[],[420],{"kind":256,"label":376},{"person":422,"reasons":447},{"id":423,"slug":73,"name":424,"nameEn":425,"portrait":426,"role":429,"company":430,"expertise":431,"industry":435,"region":437,"publicBio":438,"introTarget":439,"trustSignals":440,"featuredStories":446,"exposureLabel":80,"featured":88,"isFixture":88},"person-umehara-satoko","梅原 里子","Satoko Umehara",{"src":427,"alt":428,"width":185,"height":186},"\u002Fmedia\u002Fportraits\u002Fumehara-satoko.jpg","無地の紙を貼り出した壁に向かう人物を、真後ろから見た写真。顔は見えない","Web制作 \u002F ディレクター","ウメハラ制作室",[432,433,434],"サイト制作","コンテンツ設計","ディレクション",[408,436],"小売","大阪","個人でサイト制作を請けて 7年。広告出稿をやめた半年で、紹介と検索だけで受注が埋まる状態に切り替えた。その過程で作った「渡しやすい実績ページ」の考え方を公開している。","広告に頼らず受注を安定させたい、ひとりで請けている制作者。",[441,443],{"kind":367,"label":442},"会員サイトの無償レビュー 21件",{"kind":213,"label":444,"detail":445},"紹介した相手からの継続率 8割","本人申告・2026年上半期",[],[448],{"kind":256,"label":376},{"id":318,"slug":319,"title":320,"dek":321,"cover":450,"topics":451,"people":454,"format":112,"publishedAt":338,"readMinutes":283,"featured":114},{"src":323,"alt":324,"width":99,"height":100},[452,453],{"slug":327,"name":328},{"slug":103,"name":77},[455],{"slug":332,"name":333,"role":334,"portrait":456},{"src":336,"alt":337,"width":185,"height":186},{"inline":458,"end":459},[],[460],{"id":461,"campaignId":462,"creativeId":463,"title":464,"body":465,"label":466,"sponsored":114,"thumbnail":467,"href":470,"placement":471,"external":114,"frequencyCap":311,"impressionsRemaining":311},"promo-akari-spotlight","akari-spotlight-2026-08","akari-spotlight-08","今月の灯（あかり）— 特典を受け取った3名","貢献が積み上がった会員に、KANOE のオウンドメディア側から露出をお返ししています。","KANOE からのお知らせ",{"src":468,"alt":469,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Fpromo-akari-spotlight.jpg","和室の壁と畳に、午後の日ざしが明るい四角形になって落ちている","\u002Fpeople?exposure=akari&utm_source=kanoe&utm_medium=owned&utm_campaign=akari-2026-08","article_end",[473],{"id":474,"campaignId":475,"creativeId":476,"title":477,"body":478,"label":479,"sponsored":88,"thumbnail":480,"href":483,"placement":484,"external":114,"rel":485,"frequencyCap":486,"impressionsRemaining":486},"promo-hinoetora-brand","hinoetora-brand-2026h2","hinoetora-brand-rail-a","運営元、株式会社丙寅","KANOE と HINOE を運営している会社です。研修と場づくりの仕事をしています。","PR",{"src":481,"alt":482,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Fpromo-open-chat.jpg","夕暮れの路地に面した戸口が開き、中から暖かい光がこぼれている。脇に真鍮のランタンがひとつ灯っている","\u002Fabout?utm_source=kanoe&utm_medium=sponsored&utm_campaign=hinoetora-brand-2026h2","article_inline","sponsored",3]