Startup MBA MVVの極意①

.77ͷۃҙ 4UBSUVQ.#"γϦʔζ

z͕ࣗࣾࣄۀΛ௨ͯ͡ɺ ࣾձʹͲͷΑ͏ʹߩݙ͢Δ͔ɺ ࣾձͰ࣮ݱ͍ͨ͜͠ͱ͸Կ͔ɺ ΛݴޠԽͨ͠΋ͷz ϛογϣϯͱ͸

Ϗδϣϯͱ͸ ࣗΒͷҙࢤΛ౤Өͨ͠ ະདྷ૾ͷ͜ͱ ࣗ෼͕ͨͪ৺ͷఈ͔Βୡ੒͍ͨ͠ ͱئ͏ະདྷͷ͜ͱ ʢϛογϣϯΛୡ੒Ͱ͖ͨঢ়ଶʣ

όϦϡʔͱ͸Կ͔ औΓ૊Έʹ͓͍ͯ ༏ઌ͢΂͖Ձ஋ج४

Ϗδϣϯ ݱঢ় ʢෆ͕ଘࡏ͢Δੈքʣ Ϗδϣϯ ʢෆ͕ղফ͞Εͨੈքʣ ઓུɹɹ ܦӦऀͷࢥ͍ߟ͑ ܦӦਞͷࢥ͍.JTTJPO 7BMVF νʔϜ
ઓज़ ઓज़ ઓज़ ސ٬ ސ٬΁ͷಠࣗͷՁ஋ఏҊ

ιϑτόϯΫͷࣄྫ

Ϗδϣϯ ݱঢ় Ϗδϣϯɿ ੈքͰ࠷΋ඞཁͱ͞ΕΔ اۀάϧʔϓ ઓུɹɹ ܦӦऀͷࢥ͍ߟ͑ ϛογϣϯɿ z৘ใֵ໋ͰਓʑΛ޾ͤʹz όϦϡʔɿ
౒ྗָ͍ͬͯ͠ νʔϜ ઓज़ ઓज़ ઓज़ ސ٬ ސ٬΁ͷಠࣗͷՁ஋ఏҊ

S .BSLFUJOH 'JFME 4BMFT $VTUPNFS 4VDDFTT *OTJEF 4BMFT )3૊৫ઓུਓࡐͷ੒௕ $VTUPNFS3FMBUJPOTIJQ&OHBHFNFOU
.JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯεFUDʣ 4UBLFIPMEFS3FMBUJPOT 69ઃܭϓϩμΫτ։ൃ 0& %BUB ׆༻ 'JOBODF7BMVBUJPO ઓུʢ1.''FBTJCJMJUZ4DBMBCJMJUZ%FGFOTJCJMJUZ

1SF4FFE 4FFE 4FSJFT" 4FSJFT#d ʢεέʔϧΛ໨ࢦ͢ʣ 1SF*10 *10Λ໨ࢦ͢ʣ $1'14'Λ໨ࢦ͢ ʢ1.ୡ੒Λ໨ࢦ͢ʣ ʢ6OJUFDPOPNJDT݈શԽʣ
1PTU*10 *10ޙͷ੒௕ʣ .77ͷ $4' ࣄྫ .77ͷݪܕ͕Ͱ͖͍ͯΔ .77͕ҙࢥܾఆʹ൓ө͞Ε͍ͯΔ 1.'͕ୡ੒Ͱ͖ͯ671͕໌֬ ʹͳ͍ͬͯΔ .77Λͱਓࣄ੍౓͕࿈ܞ͞Ε͍ͯΔ .77͕࠾༻ʹ׆༻Ͱ͖ͯΔ શࣾͰ.77Λຏ্͖͛Δ࢓૊Έ͕͋Δ .77Λਁಁͤ͞Δ࢓૊Έ͕͋Δ .77Λఆظతʹຏ͖ࠐΜͰ͍Δ ୈೋ૑ۀͱͯ͠ 7JTJPOΛ࡮৽͍ͯ͠Δ

*EFBUJPO $1' 14' 1.' 554 4DBMF *10 1PTU *10 1SPEVDU
.BSLFU 'PVOEFS 5FBN 'JOBODF $1' 3JTL 'PVOEFS*TTVF'JU 3JTL *OJUJBM$BQJUBMJ[BUJPO 3JTL 'PVOEFS3FBEJOFTT3JTL 5FDI 'FBTJCJMJUZ 3JTL 1SPEVDU -BVODI 3JTL #VSO3JTL 1JWPU5PMFSBUJPO3JTL 1.' 3JTL 'PVOEJOH5FBN #VJMEJOH3JTL $PGPVOEFS4IBSF"MMPDBUJPO 3JTL 6OJU &DPOPNJDT 3JTL (SPXUI 3JTL )JSJOHSJTL *10 3JTL *10४උ 3JTL 4UPDL%JMVUJPO3JTL $POHMPNFSBUF %JTDPVOU3JTL 1PTU*10(SPXUI 3JTL %FGFOTJCJMJUZ#VJMEJOH3JTL 'PVOEFSUP$&0 5SBOTGPSN3JTL 1PTU*10)3 SJTL 4VDDFTT4UBUVT 2VP3JTL 0QFSBUJPOCMBDLCPY3JTL 4VDDFTTPS3JTL 1SFTFFE 4FFE 4FSJFT" 4FSJFT#d 1SF*10 $&01VCMJD'JHVSF 5SBOTGPSN3JTL 5BMFOU3FUFOUJPO3JTL 'VOESBJTJOH3JTL $VMUVSF#SFBL3JTL .77Ͱ ରԠ͢ΔϦεΫ

.BSLFU 'PVOEFS 5FBN 'JOBODF $1' 3JTL 'PVOEFS*TTVF'JU 3JTL *OJUJBM$BQJUBMJ[BUJPO 3JTL 'PVOEFS3FBEJOFTT3JTL 5FDI 'FBTJCJMJUZ 3JTL 1SPEVDU -BVODI 3JTL #VSO3JTL 1JWPU5PMFSBUJPO3JTL 1.' 3JTL 'PVOEJOH5FBN #VJMEJOH3JTL $PGPVOEFS4IBSF"MMPDBUJPO 3JTL 6OJU &DPOPNJDT 3JTL (SPXUI 3JTL )JSJOHSJTL *10 3JTL *10४උ 3JTL 4UPDL%JMVUJPO3JTL $POHMPNFSBUF %JTDPVOU3JTL 1PTU*10(SPXUI 3JTL %FGFOTJCJMJUZ#VJMEJOH3JTL 'PVOEFSUP$&0 5SBOTGPSN3JTL 1PTU*10)3 SJTL 4VDDFTT4UBUVT 2VP3JTL 0QFSBUJPOCMBDLCPY3JTL 4VDDFTTPS3JTL 1SFTFFE 4FFE 4FSJFT" 4FSJFT#d 1SF*10 $&01VCMJD'JHVSF 5SBOTGPSN3JTL 5BMFOU3FUFOUJPO3JTL 'VOESBJTJOH3JTL $VMUVSF#SFBL3JTL

1.'Λୡ੒ͨ͠ޙʹ ࠷ॳ΍Δ͜ͱ .JTTJPO7JTJPO7BMVF ɹͷຏ͖ࠐΈ

.77͕γϣϘ͍ελʔτΞοϓͷͭͷಛ௃ ɾ.77ͷॏཁੑΛཧղͰ͖͍ͯͳ͍ ɾ.77ͷ࡞Γํຏ͖ํΛ஌Βͳ͍ ɾ.77ͷ఻͑ํΛ஌Βͳ͍ ɾܦӦਞͷࣗݾϚεςϦʔࣗݾೝ͕ࣝ؁͍ ɾॏཁͳҙࢥܾఆΛ͢Δࡍʹ.77Λ׆༻Ͱ͖ ͍ͯͳ͍

.77͸ܦӦͷ ࠷ڧͷ౔୆ʹͳΔʂ

.778͸ࣗ෼͕ͨͪλʔήοτͱ͢Δ ސ٬΁ͷಠࣗͷՁ஋ఏҊʹ ཱ٭͢Δ΂͖͔ͩΒ 1.'ͷୡ੒ ఏএͨ͠zಠࣗͷՁ஋ఏҊz͕ ࣮ূͰ͖ͨঢ়ଶͰ͋Δ ͳͥ1.'ͷޙ͔ʁ

zϛογϣϯͱόϦϡʔ͸ ϓϩμΫτʹඥͮ͘z ϝϧΧϦ औక໾ࣾ௕খઘจ໌ ࢀরɿ IUUQTNFEJVNDPN!PHX &#&#'&#$&&"&&&"#&"&&# &'&&#&"&#&"&&""&"&#$&"&&%& "&"FFDCGD

ͳͥ.77͕ ॏཁͳͷ͔ʁ ߟ͑ͯΈ·͠ΐ͏

.77Λ࣋ͭͭͷҙຯ ɾҙࢥܾఆͷεϐʔυ͕ߴ·Δ ɾڝ߹༏Ґੑ %FGFOTJCJMJUZ ͕ߴ·Δ ɾਓࡐͷఆணྗ ٻ৺ྗʣ͕ߴ·Δ ɾਓࡐ࠾༻ྗ͕ߴ·Δ ɾద੾ͳਓࡐͷ৽௠୅ँ͕Ͱ͖Δ ɾϓϩμΫτͷૌٻྗ͕ߴ·Δ

ҙࢥܾఆͷεϐʔυΛ଎͘͢ΔͨΊ Կ͔ձͬͨ࣌ʹ.778ʹ ཱͪฦΓɺz໎͍z͕ݮΔ

zҙࢥܾఆͷ଎͞z zҙࢥܾఆͷ࣭z ͷ྆ํΛ୲อͰ͖Δ

ҙࢥܾఆͷ࣭ ҙࢥܾఆͷ ଎͞ ߴ͍ ௿͍ ஗͍ ૣ͍ .77ͳ͠ ʢ͋ͬͯ΋ਁಁͯ͠ ͍ͳ͍ʣ
.77͋Γ ʢਁಁ͍ͯ͠Δʣ

ॏཁͳҙࢥܾఆʹ Ұ؏ੑ͕͋Δ͔ʁ

*OQVU ʢ֎෦಺෦؀ ڥͷมԽʣ 0VUQVU ࣭ͷ௿͍εϐʔ υײͷͳ͍ ҙࢥܾఆʣ ॲཧʹ࢖͏ม਺ ɾࣗ෼ͷྖҬಛԽ ͷ෦෼࠷ద
ɾϑΣʔζײͳ͠ ɾ1- ͳΜͪΌͬͯ$90

0VUDPNF ɾ࣭͕ߴ͘ εϐʔυײ͕͋Δ ҙࢥܾఆʴ ɾೲಘੑʴ ɾઆ໌੹೚ʴ ɾҙຯ෇͚ ॲཧʹ࢖͏ม਺ ɾશମ࠷ద ࣗ෼ͷઐ໳ྖҬ
ɾࣗࣾͷϑΣʔζײ ϑΣʔζͷϦεΫ 0QQPSUVOJUZ ɾ1- *OUBOHJCMFBTTFU ʢத௕ظతͳ'$'Λ࠷େԽͭͭ͠ɺ ୹ظతͳ1-Λ૊ΈཱͯΔʣ ɾ.77ʹΑΔҙຯ෇͚ ϗϯϞϊ$90 *OQVU ʢ֎෦಺෦؀ ڥͷมԽʣ

ϓϩμΫτͳͲ͸ίϐʔͰ͖Δ͕ .JTTJPO7JTJPO7BMVF΍ ͦΕΛϕʔεʹͯ͠ܦӦਞ͕࡞Γ্͖͛ͯͨ ετʔϦʔ͸ଞऀ͔ΒίϐʔͰ͖ͳ͍

ϝϯλϧϞσϧ ੈքͷݟํʣ ߏ଄ ʢ૊৫੍౓,1*ઓུʣ ύλʔϯ ʢϓϩηεઓज़πʔϧʣ ਫ໘্ ਫ໘Լ ϛογϣϯϏδϣϯόϦϡʔϫʔϧυϏϡʔ ߦಈ
ϓϩμΫτ αʔϏε

ϝϯλϧϞσϧ ʢੈքͷݟํʣ ߏ଄ ʢ૊৫੍౓,1*ઓུʣ ύλʔϯ ʢϓϩηεઓज़πʔϧʣ ਫ໘্ ਫ໘Լ ϛογϣϯϏδϣϯόϦϡʔ ϓϩμΫτ
αʔϏε ϓϩμΫταʔϏε ઓज़ઓུͳͲ͸ ͱ΋͢Ε͹໛฿Ͱ͖Δ .77΍ϝϯλϧϞσϧ ͸࣌ؒͱڞʹ ഓΘΕΔ΋ͷͰ ໛฿Ͱ͖ͳ͍

ϦʔμʔγοϓʢʹͲͷ৿ʹߦ͔͘ʣ ϚωδϝϯτʢʹͲ͏ޮ཰Α͘໦Λ੾Δ͔ʣ ॏཁͳͷ͸ɺ ʮͲͷ৿ʹߦ͘ͷ͔ʢʹͲ͜Λ໨ࢦ͢ͷ͔ʣʯΛ ໌֬ʹ͢Δ͜ͱ .JTTJPO7JTJPO͸ํ޲ੑΛࣔ͢ 7BMVF͸ͦͷਐΈํͷࢦ਑Λࣔ͢

ઓज़ ઓज़ ઓज़ ސ٬ ސ٬΁ͷಠࣗͷՁ஋ఏҊ ํ޲ੑ ਐΉ࣌ͷ ํ਑

zܦӦਞ͕ɺ .JTTJPO7JTJPO7BMVFʹ͍ͭͯɺ పఈతʹݕ౼Λߦ͍౴͑Λ ग़͓͔ͯ͠ͳ͔Ε͹ɺ ૊৫ͷ͋ΒΏΔ֊૚ͷ΋ͷ͕ɺ ޓ͍ͷҧ͍ʹؾͮ͘͜ͱͳ͘ɺ ൓ରํ޲ʹ޲͔ͬͯ౒ྗΛଓ͚Δz 1'υϥοΧʔ ʮϚωδϝϯτʯΑΓ

.77ͷ ࣮຿্ͷՁ஋͸ʁ

ᶃ࠾༻ྗ͕ߴ·Δ ᶄਓࡐͷఆண͕ߴ·Δ ᶅ޿ใྗ͕ߴ·Δ ᶆϓϩμΫτͷڝ߹༏Ґੑ͕ߴ·Δ

ᶃ࠾༻ྗ͕ߴ·Δ

ਓࡐʢ࠾༻ɺఆணɺ৽௠୅ँʣ ʹؔ͢ΔҙࢥܾఆྗΛ ֫ಘͰ͖Δ

.BSLFU 'PVOEFS 5FBN 'JOBODF $1' 3JTL 'PVOEFS*TTVF'JU 3JTL *OJUJBM$BQJUBMJ[BUJPO 3JTL 'PVOEFS3FBEJOFTT3JTL 5FDI 'FBTJCJMJUZ 3JTL 1SPEVDU -BVODI 3JTL #VSO3JTL 1JWPU5PMFSBUJPO3JTL 1.' 3JTL 'PVOEJOH5FBN #VJMEJOH3JTL $PGPVOEFS4IBSF"MMPDBUJPO 3JTL 6OJU &DPOPNJDT 3JTL (SPXUI 3JTL )JSJOHSJTL *10 3JTL *10४උ 3JTL 4UPDL%JMVUJPO3JTL $POHMPNFSBUF %JTDPVOU3JTL 1PTU*10(SPXUI 3JTL %FGFOTJCJMJUZ#VJMEJOH3JTL 'PVOEFSUP$&0 5SBOTGPSN3JTL 1PTU*10)3 SJTL 4VDDFTT4UBUVT 2VP3JTL 0QFSBUJPOCMBDLCPY3JTL 4VDDFTTPS3JTL 1SFTFFE 4FFE 4FSJFT" 4FSJFT#d 1SF*10 $&01VCMJD'JHVSF 5SBOTGPSN3JTL 5BMFOU3FUFOUJPO3JTL 'VOESBJTJOH3JTL $VMUVSF#SFBL3JTL ελʔτΞοϓͷ ໋ӡΛܾΊΔ

zڧ͍8IZz͕͋Δͱ ࠾༻࣌ʹڝ߹༏ҐੑʹͳΔ

ద੾ͳਓΛόεʹ৐ͤ ෆద੾ͳਓΛόε͔Β߱Ζ͢͜ͱ

εΩϧ ߴ͍ ௿͍ .778΁ͷڞײ ߴ͍ ௿͍ Ұݟ͢Δͱ ັྗతͳ ਓࡐ

εΩϧ ߴ͍ ௿͍ .778΁ͷڞײ ߴ͍ ௿͍ ࣮ࡍʹ࠾Δ ΂͖ਓࡐ

εΩϧ ߴ͍ ௿͍ .77΁ͷڞײ ߴ͍ ௿͍ ༏ઌॱҐᶅ Ұݟ͢Δͱ ັྗతͳਓࡐ ༏ઌॱҐᶄ
࣮ࡍʹ࠾Δ ΂͖ਓࡐ ༏ઌॱҐᶃ ઈରʹ ΄͍͠ਓࡐ

.77͕࠾༻͢Δਓࡐͷ zద੾zzෆద੾z ΛܾΊΔ

εΩϧ ߴ͍ ௿͍ .77΁ͷڞײ ߴ͍ ௿͍ ֎஫͔ ۀ຿ҕୗͰྑ͍

ۀ຿͕ ࠞಱ ͱ͍ͯ͠Δ ঢ়ଶ ᶃ ۀ຿ͷ ݟ͑ΔԽ ᶅ &$34 4,
ݕ౼ ᶉ πʔϧԽ ʢࣗಈԽʣ ᶈ ֎஫Խ ᶇ $BQBCJMJUZ޲্ ʢਓࡐ࠾༻ʣ ᶆ ӡ༻ ᶄ ۀ຿ͷ ՝୊Խ ᶊ ӡ༻ ಺੡Խ͢Δ͔ ֎஫͢Δ͔

ܦӦશମʹ Ұ؏ੑ͕ੜ·ΕΔ

.JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯεFUDʣ 4UBLFIPMEFS3FMBUJPOT 69ઃܭ ϓϩμΫτ։ൃϓϩηε ඪ ४ Խ σ δ λ ϧ Խ σ M λ ׆ ༻ 'JOBODF7BMVBUJPO ઓུʢ1.''FBTJCJMJUZ4DBMBCJMJUZ%FGFOTJCJMJUZʣ .77͕໌֬Ͱ ૌٻྗ͕ߴ͍ͱ ྑ͍॥؀͕ى͖Δ

.JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯεFUDʣ 4UBLFIPMEFS3FMBUJPOT 69ઃܭ ϓϩμΫτ։ൃϓϩηε ඪ ४ Խ σ δ λ ϧ Խ σ M λ ׆ ༻ 'JOBODF7BMVBUJPO ઓུʢ1.''FBTJCJMJUZ4DBMBCJMJUZ%FGFOTJCJMJUZʣ .77͕ෆ໌ྎ ͩͱద੾ͳ࠾༻΍ ద੾ͳਓࡐఆண͕ Ͱ͖ͣɺ ѱ͍॥؀͕ى͖Δ

ΦϑαΠτͰ ৼΓฦΔͷ͕༗ޮ

ΦϑαΠτ ௨ৗͷ ϛʔςΟϯά ໨త ໨ඪઃఆɺಇ͘ҙຯ෇͚ νʔϜϏϧσΟϯά ใࠂɾ૬ஊɾٞ࿦ɾܾٞ ͋Δ΂͖࢟੎ ૑଄ੑͱૉ௚͞ ϩδΧϧͱઆ໌੹೚
࿩͢ελΠϧ ൃࢄͱऩଋͷ ܁Γฦ͠ ओʹऩଋ ࢀՃऀͷཱ৔ ϙδγϣϯ΍ݞॻ͖ ΛҰ୴཭ΕΔ ϙδγϣϯ΍ ݞॻ͖͕લఏ ࿩͢ςʔϚ த௕ظతͳઓུ ֤ϝϯόʔͷ໨ඪ ೔ʑͷΞδΣϯμ ࣌ؒ ෼ʙ̒̌෼ ൒೔ʙ೔ ։࠵ײ֮ ࢛൒ظ΍൒೥ʹҰ౓ ຖिɺִिͰ։࠵ ৔ॴͱงғؾ Φʔϓϯ ϑΝγϦςʔλʔ ΫϩʔζͰ΍Δ ϑΝγϦςʔλʔͳ͠

๞࿨͢ΔzϞϊ෺z ރׇ͢Δzҙຯzzੜ͖͕͍z

࠾༻ͷϓϩηε λʔή ςΟϯά ϓϩ ϑΝΠ Ϧϯά ϙδ γϣχ ϯά ࠾༻
ϓϩηε ࡦఆ ࣮ߦ ഑ஔ స׵ ಺෦ ҭ੒ ֎෦ ۀ຿ ҕୗ ࠾༻ ਓࡐࢪࡦ Φϓγϣϯ Ξϐʔϧ ϒοΫͷ ࡞੒ ݱঢ় ୨Է ʴ ετ Ϩον ັྗԽ ʹΑΔ ϙδγϣϯ ڧԽ ࣗࣾͷ࿑ಇࢢ৔ʹ ͓͚Δ ϙδγϣϯΛ ໌֬ʹͰ͖Δ ࣗࣾͷ ັྗԽʹ ॏཁͳཁૉ

ҎԼΛݴޠԽͰ͖Δ͔ʁ ࢓ࣄ಺༰ɿ ɾ࢓ࣄͷͲ͕͜ັྗ͔ʁ ɾҰॹʹಇ͘νʔϜϝϯόʔͷͲ͕͜ັྗ͔ʁ ɾ౰ࣾ΁ͷߩݙ౓ͷ࣮ײΛͲͷΑ͏ʹײ͡Δ͔ ɾࣾձతͳߩݙੑ͸ ɾӨڹൣғɺΠϯύΫτ͸ʁ ɾಠࣗੑ͸ʁ ɾ৽نੑ͸ʁ ɾ૯ͯ͡ੵΊΔܦݧ
ϛογϣϯ ͕ϕʔε ϛογϣϯ ͕ϕʔε

࠾༻ ໘઀ ೝ஌ ༗ྉ ʢΤʔδΣϯτ %#3FGFSBM ΦʔΨχοΫ ఆண ׆༂ ಺ఆ
Ԡื ڵຯ POCPBSEJOH .77͕͋Δͱ ϦΫϧʔςΟϯά Λ༗རʹਐΊΔ ͜ͱ͕Ͱ͖Δ .JTTJPO 7JTJPO 7BMVF

ਓࡐ࠾༻Ҏ֎Ͱ΋ ൑அͰ໎͏࣌ʹ ͲͪΒ͕ɺ.77ͱҰ؏ੑ͕͋Δ͔ ͕ڀۃͷϨϑΝϨϯεʹͳΔʁ εϐʔυײΛ্࣋ͭͰॏཁʹͳΔ

ᶄਓࡐͷఆணΛߴΊΔ

Ұఆͷن໛ʹͳ͖ͬͯͨΒ lҙຯ෇͚z͕ॏཁʹͳΔ

$90 Ϧʔμʔʣ͸ νʔϜϝϯόʔ͕ zԿ͔େ͖ͳ΋ͷͷҰ෦ͱͯ͠ ࢓ࣄΛ͍ͯ͠Δzͱײ͡ΒΕΔ ؀ڥΛ੔͑Δඞཁ͕͋Δ

ܦӦਞ ܦӦਞ ܦӦਞ͕શһ ௚઀ίϛϡχέʔγϣϯ ܦӦਞ͸Ұ෦ͷΈ ௚઀ίϛϡχέʔγϣϯ

ܦӦਞ ٙ໰ ʁ ʁ ʁ ٙ໰ ٙ໰ ܦӦਞ ཭୤ ཭୤
཭୤ ܦӦਞ͸Ұ෦ͷΈ ௚઀ίϛϡχέʔγϣϯ ཭୤͕૿͑Δ

ܦӦਞ ܦӦਞ ܦӦਞ͕શһ ௚઀ίϛϡχέʔγϣϯ ܦӦਞ͕ ௚઀ίϛϡχέʔγϣϯ Ͱ͖ͳ͍

ܦӦਞ ܦӦਞ .JTTJPO 7JTJPO 7BMVF .77 Ͱ͔ͬ͠ΓάϦοϓ ͯ͠཭୤͕ݮΔ ܦӦਞ͕શһ ௚઀ίϛϡχέʔγϣϯ
Ͱ͖Δϝϯόʔ ܦӦਞ͕શһ ௚઀ίϛϡχέʔγϣϯ Ͱ͖ͳ͍ϝϯόʔ

μϒ͍ͭͨΓɺ Τϯήʔδϝϯτ͕ ௿͘ͳ͖ͬͯͨਓࡐͷ ϑΟϧλʔʹͳΔ

਺೥ޙ ਺೥ޙ ೖࣾˋ ୀࣾˋ ೖࣾˋ ୀࣾˋ ංຬ෦෼ ద੾ͳ৽௠୅ँ ͕ߦ͑ͨ৔߹ ద੾ͳ৽௠୅ँ
͕ߦ͑ͳ͍৔߹ ૊৫ͱͯ͠ ແବͳ ංຬ෦෼͕ Ͱ͖ͯ͠·͏

ᶅ13ྗ ʢεςʔΫϗϧμʔϚωʔδϝϯτྗʣ ͕ߴ·Δ

ίʔϙϨʔτ Ϩϐϡςʔγϣϯ ελʔτΞοϓͷϨϐϡςʔγϣϯΛ ߏ੒͢ΔͷධՁ࣠ ৘ॹత Ξϐʔϧ ετʔϦʔ ϛογϣϯ Ϗδϣϯ όϦϡʔ
ϓϩμΫτ αʔϏεͷ ৽نੑ ϓϩμΫτ αʔϏεͷ Ձ஋ ϓϩμΫτ αʔϏεͷ ੒ख़౓ ৬৔؀ڥ ࿑຿؀ڥ ձࣾͷັྗ౓ Ψόφϯε ࣾձత੹೚ ίϯϓϥΠΞϯε ࡒ຿ύϑΥʔϚϯε૊ ৫ͷ҆ఆੑ কདྷੑ

εςʔΫϗϧμʔ εςʔΫϗϧμʔ ͕ؾʹ͢Δ ϨϏϡςʔγϣϯ ཁૉ ΤϯδΣϧ ܦӦऀࣗ਎ ܦӦϝϯόʔ ैۀһ જࡏతैۀһ
ΞʔϦʔΞμϓλʔ ϚεϢʔβʔ ΠϯϑϧΤϯαʔ 8FCϝσΟΞ ϚεϝσΟΞ ۀքಛԽϝσΟΞ ؂ࠪ๏ਓ ্৔ओװࣄ ػؔ౤ࢿՈΞφϦετ Ұൠ౤ࢿՈ αϓϥΠϠʔ ن੍౰ہ੓෎ؔ܎ ஍Ҭ஍ํ࣏ࣗମ 7$ ϓϩμΫτ αʔϏε ͷಠࣗՁ஋ ϛογϣϯ Ϗδϣϯ όϦϡʔ ࡒ຿ ύϑΥʔ Ϛϯε ৬৔؀ڥ ࿑຿؀ڥ ৬৔ັྗ౓ ࣾձత੹೚ ίϯϓϥ ΠΞϯε ετʔϦʔ ܦӦऀݪମݧ ৘ॹత Ξϐʔϧ Ψόφϯε ϓϩμΫτ αʔϏε ͷ৽نੑ ϓϩμΫτ αʔϏε ͷ੒ख़౓ ਁಁ౓ ΤϯδΣϧ ॳظݕ౼ސ٬ ΦʔϓϯΠϊϕʔγϣϯ ύʔτφʔ কདྷੑ ΞϥΠΞϯεύʔτφʔ

.77ΛݴޠԽ͢Δ͜ͱ͸ɺ εςʔΫϗϧμʔʹର͢Δϝοηʔδ͕ ڧԽ͞Εɺ޿ใྗ͕ߴ·Δ

ड஫ ໰͍߹Θͤ $4 χʔζ֬ೝ .BSLFUJOH 13 *4 -1๚໰ ୲౰ऀϦʔν '4
ࣗࣾબఆަব ߋվ ΦϯϘʔσΟϯά׬ྃ Ξοϓηϧ ࣄྫԽ ೝ஌ ޿ใ ઓུ જࡏސ٬ εςʔΫϗϧμʔ طଘސ٬ ϝσΟΞ औҾઌ ΞϥΠΞϯεઌ

࠾༻ ໘઀ ೝ஌ ༗ྉ ʢΤʔδΣϯτ %#3FGFSBM ΦʔΨχοΫ ఆண ׆༂ تͼ໨తಇ͖ߕ൹ʣ
಺ఆ Ԡื ڵຯ POCPBSEJOH ޿ใ ઓུ εςʔΫϗϧμʔ ࠾༻ީิऀ ैۀһ

ᶆϓϩμΫτͷ ڝ߹༏Ґੑ͕ߴ·Δ

ਓ͸ɺܦࡁ߹ཧੑͷΈ ಥ͖ಈ͔͞ΕΔଘࡏͰ͸ͳ͍

zࣗ෼ࣗ਎΋ؾ͔ͮͳ͔ͬͨ χʔζΛຬͨͯ͘͠ΕΔʂz ͷ঎඼ z͍͍ͩͨྑ͍Μ ͡Όͳ͍Ͱ͔͢ʁz ͷ঎඼ 74 ͜͜·Ͱ ૝ఆ͢Δ͜ͱ͕ Ͱ͖Δ͔ʁ

اۀ͕ఆٛ͢Δ ੡඼αʔϏεͷ ఆٛൣғ اۀ͕ఆٛ͢Δ ੡඼αʔϏεͷ ఆٛൣғ اۀ͕ఆٛ͢Δ ੡඼αʔϏεͷ ఆٛൣғ اۀ͕ఆٛ͢Δ੡඼αʔϏεͷ
֎ଆͰސ٬͕ܦݧ͢ΔՁ஋ ސ٬ࣗ਎΋ҙ͍ࣝͯ͠ͳ͔ͬͨܦݧ ݱঢ়ͷෆʢ'BJMVSFʣΛղܾͯ͠4VDDFTT8PXJOH ͢Δܦݧ ͜͜·Ͱ ૝ఆ͢Δ͜ͱ͕ Ͱ͖Δ͔ʁ

$PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE ਫ਼ਆత ෺࣭త ಺త ཉٻ ֎త ཉٻ ੒௕ ཉٻ ܽ๡
ॆ଍ ཉٻ ੜཧతཉٻ ʢ݈શͳੜ໋ҡ࣋Λߦ͏ཉٻʣ ҆৺҆શཉٻ ʢ౰ͨΓલΛຬͨ͢ཉٻʣ ঝೝͱѪͷཉٻ ܨ͕Δཉٻʣ ଚݫཉٻ ʢࣗଚ৺Λ࣋ͭཉٻʣ ࣗݾ࣮ݱ ʢཧ૝ͷࣗ෼ʹ ͳΔཉٻʣ ܦࡁ߹ཧੑ

$PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE ਫ਼ਆత ෺࣭త ಺త ཉٻ ֎త ཉٻ ੒௕ ཉٻ ܽ๡
ॆ଍ ཉٻ ੜཧతཉٻ ʢ݈શͳੜ໋ҡ࣋Λߦ͏ཉٻʣ ҆৺҆શཉٻ ʢ౰ͨΓલΛຬͨ͢ཉٻʣ ঝೝͱѪͷཉٻ ܨ͕Δཉٻʣ ଚݫཉٻ ʢࣗଚ৺Λ࣋ͭཉٻʣ ࣗݾ࣮ݱ ʢཧ૝ͷࣗ෼ʹ ͳΔཉٻʣ ਫ਼ਆతͳ Ձ஋

ར༻લ 69 ར༻த 69 ར༻ޙ 69 ར༻શମྦྷੵత69 ᶃग़ձ͍ Ϣʔβʔ͕ ϓϩμΫτͱ
ग़ձ͍ ظ଴Λ๊͘ ᶄظ଴ʹԠ͑Δ ୈҰҹ৅Ͱ Ϣʔβʔͷ ظ଴ʹԠ͑Δ ᶅෛ୲ΛݮΒ ͢ Ϣʔβʔͷ ෛ୲ΛݮΒͯ͠ ͲΜͲΜ ׆༻ͤ͞Δ ᶇ͓΋ͯͳ͢ ϢʔβʔΛ ϑΥϩʔΞοϓ ͢Δ ᶈ࠶ར༻ͷ ͖͔͚ͬ Ϣʔβʔ͕ ࠶ར༻͢Δ ͖͔͚ͬΛ ఏڙ ᶉϢʔβʔ͕ख़ୡ͍ͯ͘͠ ᶊϢʔβʔʹϦιʔεΛ౤ࢿͤ͞Δ ᶋϢʔβʔͷߦಈʹରͯ͠ใुΛ༩͑Δ ᶌϢʔβʔʹ҆৺҆શΛ༩͑Δ ᶆ໨తΛୡ੒͢Δ Ϣʔβʔ͕ ໨తΛ ୡ੒͢Δ ύʔιφϥΠθʔγϣϯ ͳΓ͍ͨࣗ෼ʹͳΔ

"QQMF lݱঢ়ʹ௅ઓ͠ɺଞऀͱ͸ҧ͏ߟ͑ํΛ͢Δɻ ͦΕ͕ࢲͨͪͷ৴৚Ͱ͢ɻ ੡඼Λඒ͘͠σβΠϯ͠ɺૢ࡞๏Λγϯϓϧʹ͠ɺ औѻ͍Λ؆୯ʹ͢Δ͜ͱͰ ࢲͨͪ͸ݱঢ়ʹ௅ઓ͍ͯ͠·͢ɻ ͦͷ݁Ռૉ੖Β͍͠ɺίϯϐϡʔλ͕஀ੜ͠·͠ ͨҰ୆ɺ͍͔͕Ͱ͔͢ʁz

"QQMF੡඼͕ఏڙ͢Δ ࣗݾ࣮ݱՁ஋Λߟ͑ͯݟ·͠ΐ͏

ਫ਼ਆ໘ ࣾձ໘ ೑ମ໘ ஌ੑ໘ "QQMF੡඼Λ਎ʹ෇͚Δ͜ͱ ࢖͏͜ͱͰɺελΠϦογϡͰ ΠϊϕʔςΟϒͳਓؒʹ͚ۙͮΔ "QQMF8BUDIΛ௨ͨ͡ ੜମσʔλ؍ଌΛߦ͍ ΑΓ݈߁Ͱएʑ͍ࣗ͠෼ʹͳΔ
J$MPVEͰσʔλ࿈ܞ͢Δ͜ͱͰ Ͳ͜Ͱ΋ɺͲͷ"QQMFσόΠεͰ ޮ཰తʹ࢓ࣄ΍λεΫ͕Ͱ͖ͯ ΑΓεϚʔτʹͳΕΔ "QQMF੡඼Λ਎ʹ෇͚Δͱ पΓ͔ΒεϚʔτͰ஌తͳ ਓͱࢥΘΕΔͷ͕خ͍͠

̍υϧ΍͍͢੡඼Λങ͏ΑΓ΋ ײಈΛ༩͑ͯ͘Εͯ௕ظʹΘͨΓ ৴༻ͱϩΠϠϧςΟΛҡ࣋Ͱ͖Δձࣾͦ͜ େ͖ͳ΋ͷΛ੒͠਱͛Δ͜ͱ͕Ͱ͖Δ

ࢀরɿIUUQTXXXTUBUJTUBDPNDIBSUBQQMFNBSLFUDBQJUBMJ[BUJPO

.77ͷઃఆํ๏

ͳͥɺ.77Λ ݴޠԽ͢Δඞཁ͕͋Δͷ͔ Ϗδϣϯ͸಺ʹൿΊ͍ͯΔ͏ͪ͸ ۭ૝ʹ͗͢ͳ͍ େ͖ͳ੠ʹग़ͯ͠ʢݴޠԽͯ͠ʣ ॳΊͯߦಈʹҠͤΔ

ൃࢄͱऩᏑΛ܁Γฦͯ͠ ຏ͖͜ΜͰ͍͘ .77ઃఆͷηογϣϯΛ ࣮ߦ͢Δ࣌ͷϙΠϯτ

ଞࣾͷܦӦཧ೦ʢϛογϣϯʣ ΍ϏδϣϯΛ਺ଟ͘ݟΔ

ੈͷதʹ͋Δاۀͷ தͰૉ੖Β͍͠.77 Λଧͪग़͍ͯ͠Δࣄྫ͸͋Γ·͔͢ʁ ߟ͑ͯΈ·͠ΐ͏

z͕ࣗࣾࣄۀΛ௨ͯ͡ɺ ࣾձʹͲͷΑ͏ʹߩݙ͢Δ͔ɺ ࣾձͰ࣮ݱ͍ͨ͜͠ͱ͸Կ͔ɺ ΛݴޠԽͨ͠΋ͷz ϛογϣϯͱ͸

ઓज़ ઓज़ ઓज़ ސ٬ ސ٬΁ͷಠࣗͷՁ஋ఏҊ

ϛογϣϯͱ͸ ࣗࣾͷࣄۀͷz8IZ ͳͥ΍Δͷ͔ʁʣz Λ໰͏͜ͱͰ͋Δ

ϛογϣϯͷॏཁੑ ੜΈग़͢ Ձ஋ͷ ϙςϯγϟϧ ࠷େ খ ୡ੒ʹ͔͔Δظؒ ػೳ ϓϩμΫτ ձࣾ
ϛο γϣϯ ʢձࣾͷ%/"

ϛογϣϯͷॏཁੑ ੜΈग़͢ Ձ஋ͷ ϙςϯγϟϧ ࠷େ খ ୡ੒ʹ͔͔Δظؒ ػೳ ϓϩμΫτ ձࣾ
ϛο γϣϯ ʢձࣾͷ%/" ௕ظతͳ ࢦ਑ʹͳΔ

IUUQTXXXTPGUCBOLKQ

z೥੒௕͠ଓ͚Δ اۀΛ໨͟͢z ଙਖ਼ٛ $&0PG4PGUCBOL

z8IZ͔Β࢝ΊΑz αΠϞϯɾγωοΫ

8IZ ͳͥ΍Δͷ͔ʣ 8IBU ʢಠࣗՁ஋ఏڙ ͢Δ ϓϩμΫτ͸ʣ )PX ʢͲͷΑ͏ʹ ಧ͚Δ͔ʁ Ͳ͏੒ޭΛ
΋ͨΒ͔͢ʣ 1.'લ 8IZ .77 ͚ͩΛ ໌Β͔ʹͯ͠΋ ҙຯ͕ͳ͍

8IZ ͳͥ΍Δͷ͔ʣ 8IBU ʢಠࣗՁ஋ఏڙ ͢Δ ϓϩμΫτ͸ʣ )PX ʢͲͷΑ͏ʹ ಧ͚Δ͔ʁ Ͳ͏੒ޭΛ
΋ͨΒ͔͢ʣ 1.'ޙ 8IZ)PX 8IBUΛಉ࣌ʹ ຏ͍͍ͯ͘

.JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯεFUDʣ 4UBLFIPMEFS3FMBUJPOT 69ઃܭϓϩμΫτ։ൃ 0& %BUB ׆༻ 'JOBODF7BMVBUJPO ઓུʢ1.''FBTJCJMJUZ4DBMBCJMJUZ%FGFOTJCJMJUZ 8IZ 8IBU )PX

ߦಈͷྔ ߦಈͷ࣭ ઓུ ,1* Ϧιʔε഑෼ ݁Ռ ϧʔϓֶशγεςϜ .77 ઓུ,1* Ϧιʔε഑෼
ద੾͔Ͳ͏͔ʁ .77 ʢձࣾ໨ࢦ͢ํ޲ʣ ͕ద੾͔ʁ ೔ʑͷۀ຿ʹ ޮ཰Α͘औΓ૊ΜͰ ͍Δ͔ʁ੒௕ֶश࣮ ײ͕͋Δ͔ʁ ͦ΋ͦ΋ ۀ຿ͷ಺༰͕ ద੾͔Ͳ͏͔ʁ ೔Ͱ 1%$"ճ͢ िؒdिؒ Ͱ1%$"ճ͢ ϲ݄dϲ݄ Ͱ1%$"ճ͢ ϲ݄d೥ Ͱ1%$"ճ͢ ఆظతʹ ΦϑαΠτ ϛʔςΟϯάͰ .77Λݟฦ͢

8IBUاۀ͕ఏڙ͍ͯ͠Δ͜ͱɻ ϓϩμΫτ΍αʔϏε )PXࣗ෼͕ͲͷΑ͏ͳಠࣗͷख๏Ͱɺ ϓϩμΫτ΍αʔϏεΛఏڙ͍ͯ͠Δ͔

ίϯϐϡʔλʔձࣾ zզʑ͸ɺૉ੖Β͍͠ίϯϐϡʔλʔ Λ࡞͍ͬͯ·͢ɻ ඒ͍͠σβΠϯɺγϯϓϧͳૢ࡞ํ๏ɺ औѻ΋؆୯ɻҰ୆͍͔͕Ͱ͔͢ʁz

ʮզʑ͸ࢴΛൢച͍ͯ͠·͢ɻ ՄೳͳݶΓɺ͓खࠒՁ֨Ͱߴ඼࣭ͳࢴΛ ఏڙ͠·͢ɻ ଞͷͲ͜ΑΓ΋͍҆Ͱ͢ɻ͍͔͕Ͱ͔͢ʁʯ ࢴͷձࣾ"

ຌ༱ͳاۀ͸8IBU͔Β໰͏

"QQMF lݱঢ়ʹ௅ઓ͠ɺଞऀͱ͸ҧ͏ߟ͑ํΛ͢Δɻ ͦΕ͕ࢲͨͪͷ৴৚Ͱ͢ɻ ੡඼Λඒ͘͠σβΠϯ͠ɺૢ࡞๏Λγϯϓϧʹ͠ɺ औѻ͍Λ؆୯ʹ͢Δ͜ͱͰ ࢲͨͪ͸ݱঢ়ʹ௅ઓ͍ͯ͠·͢ɻ ͦͷ݁Ռૉ੖Β͍͠ɺίϯϐϡʔλ͕஀ੜ͠·͠ ͨҰ୆ɺ͍͔͕Ͱ͔͢ʁz

ʮΞΠσΟΞ͸ڞ༗͞Εͯͦ͜ɺՁ஋͕͋Δͱݴ͑·͢ɻ զʑ͸ΞΠσΟΞΛ޿ΊΔͨΊͷձࣾͰ͢ɻ ΞΠσΟΞ͸޿·Ε͹޿·Δ΄Ͳ ੈքʹӨڹΛٴ΅͢Մೳੑ͸େ͖͘ͳΓ·͢ ΞΠσΟΞΛڞ༗͢Δํ๏͸ଟ͋͘Γ·ͤਣ͕ɺ ͦͷҰͭ͸ॻ͘͜ͱͰ͢ɻฐࣾ͸ͦͷݴ༿Λॻ͖ग़ͨ͢Ίͷ ࢴΛͭͬͯ͘·͢ɻ͍͔͕Ͱ͔͢ʁʯ ࢴͷձࣾ#

"QQMF͸8IZ͔Β໰͏

8IBUاۀ͕ఏڙ͍ͯ͠Δ͜ͱɻ ϓϩμΫτ΍αʔϏε )PXࣗ෼͕ͲͷΑ͏ͳಠࣗͷख๏ͰɺϓϩμΫ τ΍αʔϏεΛఏڙ͍ͯ͠Δ͔ 8IZͳͥɺϓϩμΫταʔϏεΛख๏Λ ༻͍ͯɺੈͷதʹଧͪग़͍ͯ͠Δͷ͔

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