[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"site-settings":3,"article-refuse-before-quote":89,"article-rail-refuse-before-quote":454},{"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":172,"people":187,"topics":211,"series":216,"related":217,"promotions":438},{"id":91,"title":92,"slug":93,"dek":94,"excerpt":95,"cover":96,"topics":101,"tags":104,"people":108,"author":110,"publishedAt":113,"format":114,"readMinutes":115,"featured":116,"editorialWeight":117,"blocks":118,"relatedOverride":168,"seo":169,"status":171},"article-refuse-before-quote","見積を出す前に、受けない工事を先に言う","refuse-before-quote","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。","見積より先に断る範囲を出す。失注は増え、着工後の追加変更は5分の1になった。",{"src":97,"alt":98,"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",1600,900,[102,103],"sales","referral",[105,106,107],"インタビュー","見積","現場",[109],"enokida-jun",{"name":111,"personSlug":112},"岡部 瑞希","okabe-mizuki","2026-07-08","interview",8,false,1,[119,125,139,146,155,160],{"_key":120,"theme":121,"spacing":122,"type":123,"markdown":124},"b1","paper","normal","richText","店舗内装の榎田潤さんは、現地調査から見積提出までのあいだに1枚の紙を挟みます。書いてあるのは金額ではなく、受けない工事の一覧です。\n\n「営業としては最悪の手順です」と本人も言います。それでも3年続けている理由を聞きました。",{"_key":126,"theme":121,"spacing":122,"type":127,"exchanges":128},"b2","interviewQA",[129,133,136],{"question":130,"answer":131,"speaker":132},"断る範囲を先に出すようになったきっかけは。","厨房の排気を無理に引き受けた現場です。できますと言ってしまって、専門の業者に頼み直して、工期が3週間延びました。施主は怒らなかったんですけど、そのぶん値引きしたので、うちの職人の日当を削ったんですよ。あれが最後です。","榎田",{"question":134,"answer":135,"speaker":132},"紙には何を書いていますか。","受けない工事が7項目。あとは、うちがやると割高になる工事が4項目です。割高になるほうは、どこに頼めばいいかまで書いています。",{"question":137,"answer":138,"speaker":132},"頼み先まで書くのは、仕事を渡してしまうことになりませんか。","なります。でも、そこを書かないと施主が自分で探すので、結局こちらに「この見積どう思いますか」と相談が来る。無償で見積の査定をやるくらいなら、最初から名前を出したほうが早いです。",{"_key":140,"theme":121,"spacing":122,"type":141,"image":142,"bleed":88},"b3","fullImage",{"src":143,"alt":144,"width":99,"height":100,"caption":145},"\u002Fmedia\u002Fcovers\u002Ftopic-operations.svg","受ける範囲と受けない範囲の境界を表した抽象的な図版","「できる範囲を広く見せると、現場でその嘘の分だけ人が働く」",{"_key":147,"theme":121,"spacing":122,"type":127,"exchanges":148},"b4",[149,152],{"question":150,"answer":151,"speaker":132},"失注は増えましたか。","増えました。10件で2件くらいだったのが、今は4件くらい落とします。ただ、落ちる相手が変わったんですよ。金額で選ぶ人が先に抜けていく。",{"question":153,"answer":154,"speaker":132},"数字で変わったところは。","着工したあとの追加変更が、月4.2件から0.8件になりました。これは工程表を見れば分かるので、感覚ではないです。あと、紹介が増えました。断った施主から来るんです。あそこは無理なことを無理と言う、と。",{"_key":156,"theme":121,"spacing":122,"type":157,"quote":158,"attribution":159,"personSlug":109},"b5","quote","受けない工事を書いた紙は、営業資料じゃなくて職人への約束です。断ってあるから、現場でその話が出たときに誰も無理をしなくていい。","榎田 潤（榎田工務）",{"_key":161,"theme":121,"spacing":122,"type":162,"heading":163,"body":164,"action":165,"href":166,"label":167},"b6","cta","榎田さんが紹介してほしい相手","受注は取れているが、自分が現場を抜けると止まってしまう一人親方。","introduce","\u002Fpeople\u002Fenokida-jun","プロフィールを見る",[],{"description":170},"見積より先に受けない工事を伝える内装職人へのインタビュー。失注と追加変更の数字。","published",{"id":91,"slug":93,"title":92,"dek":94,"cover":173,"topics":174,"people":178,"format":114,"publishedAt":113,"readMinutes":115,"featured":116},{"src":97,"alt":98,"width":99,"height":100},[175,177],{"slug":102,"name":176},"営業と集客",{"slug":103,"name":77},[179],{"slug":109,"name":180,"role":181,"portrait":182},"榎田 潤","内装施工 \u002F 現場監督",{"src":183,"alt":184,"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",800,1000,[188],{"id":189,"slug":109,"name":180,"nameEn":190,"portrait":191,"role":181,"company":192,"expertise":193,"industry":197,"region":200,"publicBio":201,"introTarget":202,"trustSignals":203,"featuredStories":210,"exposureLabel":80,"featured":116,"isFixture":88},"person-enokida-jun","Jun Enokida",{"src":183,"alt":184,"width":185,"height":186},"榎田工務",[194,195,196],"店舗内装","工程管理","職人ネットワーク",[198,199],"建設","飲食","埼玉","ひとりで請けていた内装の仕事を、3人で回せる形に組み替えた。属人化した段取りを渡せる形にするまでに何を捨てたのかを記録している。","受注は取れているが、自分が抜けると止まってしまう一人親方。",[204,207],{"kind":205,"label":206},"contribution","会員の現場同行 14件",{"kind":208,"label":209},"introduction","職人の紹介 27件",[],[212,214],{"slug":102,"name":176,"description":213},"広告費に頼らない導線をどう作るか。売り込みではなく、先に貢献した人へ仕事がめぐる流れの作り方を扱います。",{"slug":103,"name":77,"description":215},"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":218,"people":317,"next":429},[219,250,275,299],{"id":220,"slug":221,"title":222,"dek":223,"cover":224,"topics":227,"people":231,"series":234,"format":237,"publishedAt":238,"readMinutes":239,"featured":116,"reasons":240},"article-from-solo-to-team","from-solo-to-team","ひとりで請けていた仕事を、3人で回せるようにした","受注は取れているのに、自分が抜けると全部止まる。榎田潤さんが段取りを渡せる形にするまでに、何を捨てたのかを聞きました。",{"src":225,"alt":226,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Ffrom-solo-to-team.jpg","内装工事中の現場。大きな開口から光が差し込み、奥に二人の作業者が小さく見える。手前に緑のケーブルが巻かれている",[228,230],{"slug":229,"name":81},"operations",{"slug":102,"name":176},[232],{"slug":109,"name":180,"role":181,"portrait":233},{"src":183,"alt":184,"width":185,"height":186},{"slug":235,"name":37,"order":236},"member-stories",2,"case","2026-07-02",7,[241,244,247],{"kind":242,"label":243},"people","同じ人が登場",{"kind":245,"label":246},"topic","同じトピック",{"kind":248,"label":249},"tag","共通のタグ",{"id":251,"slug":252,"title":253,"dek":254,"cover":255,"topics":258,"people":264,"series":271,"format":237,"publishedAt":272,"readMinutes":239,"featured":88,"reasons":273},"article-referral-without-ads","referral-without-ads","紹介だけに頼らない集客を、半年で仕組み化できた理由","広告を止めた月の売上は落ちました。それでも戻さなかった半年で、梅原里子さんが実際に組み替えたのは受注導線ではなく、実績の見せ方でした。",{"src":256,"alt":257,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Freferral-without-ads.jpg","緑のカッターマットの上にセピア調の写真プリントを並べ替えている真上からの写真。両手が一枚ずつ位置を変えている",[259,260,261],{"slug":102,"name":176},{"slug":103,"name":77},{"slug":262,"name":263},"branding","ブランディング",[265],{"slug":73,"name":266,"role":267,"portrait":268},"梅原 里子","Web制作 \u002F ディレクター",{"src":269,"alt":270,"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",{"slug":235,"name":37,"order":117},"2026-08-05",[274],{"kind":245,"label":246},{"id":276,"slug":277,"title":278,"dek":279,"cover":280,"topics":283,"people":287,"format":114,"publishedAt":294,"readMinutes":295,"featured":116,"reasons":296},"article-interview-hawk-eye","interview-hawk-eye","眼識は、慣れではなく手順である","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。",{"src":281,"alt":282,"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",[284,286],{"slug":285,"name":78},"trust",{"slug":103,"name":77},[288],{"slug":74,"name":289,"role":290,"portrait":291},"柏木 哲","経営コンサルタント",{"src":292,"alt":293,"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","2026-07-14",10,[297,298],{"kind":245,"label":246},{"kind":248,"label":249},{"id":300,"slug":301,"title":302,"dek":303,"cover":304,"topics":307,"people":310,"format":114,"publishedAt":313,"readMinutes":115,"featured":116,"reasons":314},"article-plan-for-others","plan-for-others","事業計画は、自分のためには書けない","柏木哲さんは数字を締める前に、必ず「この会社は何で選ばれているか」を1文で書かせます。18年やってきて、その1文が書けない会社の計画は動かないと言います。",{"src":305,"alt":306,"width":99,"height":100},"\u002Fmedia\u002Fcovers\u002Ftopic-trust.jpg","使い込まれて艶の出た木のカウンターの縁に光が一筋差し、真鍮の重しがひとつ置かれている",[308,309],{"slug":102,"name":176},{"slug":262,"name":263},[311],{"slug":74,"name":289,"role":290,"portrait":312},{"src":292,"alt":293,"width":185,"height":186},"2026-03-27",[315,316],{"kind":245,"label":246},{"kind":248,"label":249},[318,350,376,400],{"person":319,"reasons":347},{"id":320,"slug":74,"name":289,"nameEn":321,"portrait":322,"role":290,"company":323,"expertise":324,"industry":328,"region":331,"publicBio":332,"introTarget":333,"trustSignals":334,"featuredStories":346,"exposureLabel":80,"featured":88,"isFixture":88},"person-kashiwagi-tetsu","Tetsu Kashiwagi",{"src":292,"alt":293,"width":185,"height":186},"柏木経営研究室",[325,326,327],"事業計画","価格設計","組織づくり",[329,330],"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。",[335,339,342],{"kind":336,"label":337,"year":338},"tenure","経営支援 18年",2008,{"kind":208,"label":340,"detail":341},"会員への紹介 34件","2026年上半期",{"kind":343,"label":344,"detail":345},"testimonial","紹介先からの再依頼率が高い","会員インタビューより",[],[348],{"kind":245,"label":349},"同じトピックで活動",{"person":351,"reasons":374},{"id":352,"slug":112,"name":111,"nameEn":353,"portrait":354,"role":357,"company":358,"expertise":359,"industry":362,"region":365,"publicBio":366,"introTarget":367,"trustSignals":368,"featuredStories":373,"exposureLabel":80,"featured":116,"isFixture":88},"person-okabe-mizuki","Mizuki Okabe",{"src":355,"alt":356,"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","コピーライター","",[360,105,361],"コピーライティング","紹介文設計",[363,364],"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。",[369,371],{"kind":205,"label":370},"紹介文のレビュー 63件",{"kind":343,"label":372},"レビュー後に問い合わせが増えたという報告多数",[],[375],{"kind":245,"label":349},{"person":377,"reasons":398},{"id":378,"slug":73,"name":266,"nameEn":379,"portrait":380,"role":267,"company":381,"expertise":382,"industry":386,"region":388,"publicBio":389,"introTarget":390,"trustSignals":391,"featuredStories":397,"exposureLabel":80,"featured":88,"isFixture":88},"person-umehara-satoko","Satoko Umehara",{"src":269,"alt":270,"width":185,"height":186},"ウメハラ制作室",[383,384,385],"サイト制作","コンテンツ設計","ディレクション",[363,387],"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。",[392,394],{"kind":205,"label":393},"会員サイトの無償レビュー 21件",{"kind":343,"label":395,"detail":396},"紹介した相手からの継続率 8割","本人申告・2026年上半期",[],[399],{"kind":245,"label":349},{"person":401,"reasons":427},{"id":402,"slug":403,"name":404,"nameEn":405,"portrait":406,"role":409,"company":410,"expertise":411,"industry":415,"region":417,"publicBio":418,"introTarget":419,"trustSignals":420,"featuredStories":426,"featured":116,"isFixture":88},"person-tsuruta-hiromi","tsuruta-hiromi","鶴田 弘美","Hiromi Tsuruta",{"src":407,"alt":408,"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","運営事務局","HINOETORA COMMUNITY GROUP",[412,413,414],"定例会運営","会員サポート","イベント設計",[416],"コミュニティ","東京","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。",[421,424],{"kind":336,"label":422,"year":423},"運営事務局 3年目",2023,{"kind":205,"label":425},"新規会員のオンボーディング 210件",[],[428],{"kind":245,"label":349},{"id":220,"slug":221,"title":222,"dek":223,"cover":430,"topics":431,"people":434,"series":437,"format":237,"publishedAt":238,"readMinutes":239,"featured":116},{"src":225,"alt":226,"width":99,"height":100},[432,433],{"slug":229,"name":81},{"slug":102,"name":176},[435],{"slug":109,"name":180,"role":181,"portrait":436},{"src":183,"alt":184,"width":185,"height":186},{"slug":235,"name":37,"order":236},{"inline":439,"end":440},[],[441],{"id":442,"campaignId":443,"creativeId":444,"title":445,"body":446,"label":447,"sponsored":116,"thumbnail":448,"href":451,"placement":452,"external":116,"frequencyCap":453,"impressionsRemaining":453},"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":449,"alt":450,"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",4,[455],{"id":456,"campaignId":457,"creativeId":458,"title":459,"body":460,"label":461,"sponsored":88,"thumbnail":462,"href":465,"placement":466,"external":116,"rel":467,"frequencyCap":468,"impressionsRemaining":468},"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":463,"alt":464,"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]