Getting Naked: A Business Fable about Shedding the Three Fears That Sabotage Client Loyalty
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Getting Naked: A Business Fable about Shedding the Three Fears That Sabotage Client Loyalty

3.8 36
by Patrick M. Lencioni
     
 

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Another extraordinary business fable from the New York Times bestselling author Patrick Lencioni

Written in the same dynamic style as his previous bestsellers including The Five Dysfunctions of a Team, Lencioni illustrates the principles of inspiring client loyalty through a fascinating business fable. He explains the theory of vulnerability

Overview

Another extraordinary business fable from the New York Times bestselling author Patrick Lencioni

Written in the same dynamic style as his previous bestsellers including The Five Dysfunctions of a Team, Lencioni illustrates the principles of inspiring client loyalty through a fascinating business fable. He explains the theory of vulnerability in depth and presents concrete steps for putting it to work in any organization. The story follows a small consulting firm, Lighthouse Partners, which often beats out big-name competitors for top clients. One such competitor buys out Lighthouse and learns important lessons about what it means to provide value to its clients.

  • Offers a key resource for gaining competitive advantage in tough times
  • Shows why the quality of vulnerability is so important in business
  • Includes ideas for inspiring customer and client loyalty
  • Written by the highly successful consultant and business writer Patrick Lencioni

This new book in the popular Lencioni series shows what it takes to gain a real and lasting competitive edge.

Editorial Reviews

From the Publisher
Author, speaker and management consultant Lencioni (The Three Signs of a Miserable Job) preaches a business model that may seem antithetical to many, which he calls "getting naked": being unafraid to show vulnerability, admit ignorance, and ask the dumb questions when dealing with clients. Lencioni's central argument is that by focusing on sales, rather than communication, consultants miss the key part of their job-consulting-and therefore lose out on valuable long-term client relationships. Presented mostly as a parable about a management consultant trying to reconcile two firms in a merger, Lencioni's latest is entertaining as well as informative, with a message that sticks (heavy-handed though it may be). Straightforward and widely applicable, Lencioni's advice should prove useful not only for business consultants, but anyone trying to build long-term client relationships. (Feb.) (PublishersWeekly.com, February 22, 2010)
Publishers Weekly
Author, speaker and management consultant Lencioni (The Three Signs of a Miserable Job) preaches a business model that may seem antithetical to many, which he calls "getting naked": being unafraid to show vulnerability, admit ignorance, and ask the dumb questions when dealing with clients. Lencioni's central argument is that by focusing on sales, rather than communication, consultants miss the key part of their job-consulting-and therefore lose out on valuable long-term client relationships. Presented mostly as a parable about a management consultant trying to reconcile two firms in a merger, Lencioni's latest is entertaining as well as informative, with a message that sticks (heavy-handed though it may be). Straightforward and widely applicable, Lencioni's advice should prove useful not only for business consultants, but anyone trying to build long-term client relationships.

Product Details

ISBN-13:
9780787976392
Publisher:
Wiley
Publication date:
02/02/2010
Series:
J-B Lencioni Series, #33
Pages:
220
Sales rank:
19,461
Product dimensions:
5.70(w) x 8.30(h) x 0.70(d)

Meet the Author

Patrick Lencioni is a New York Times best-selling business author of eight books including The Five Dysfunctions of a Team and The Three Signs of a Miserable Job. As president and founder of The Table Group, Pat has consulted to CEOs and leadership teams in organizations ranging from Fortune 500 companies and start-ups to churches and non-profits. In addition to his books, Pat and his work have been featured in publications like Harvard Business Review, The Wall Street Journal, Fortune, BusinessWeek, and USA Today.

To learn more about Patrick Lencioni and his other books and services—including his newsletter—please visit www.tablegroup.com.

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Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty (J-B Lencioni Series) 3.8 out of 5 based on 0 ratings. 36 reviews.
MJS27 More than 1 year ago
I have heard Patrick Lencioni speak on several occasions and immediately connected with his principles of doing business. I really enjoyed the audio book and will be listening to it again. In my experience, these methods are not common, so I have a few bad habits that I am working to shed. It makes so much sense and I believe I knew a good portion of it already. This book puts it together very well and provides many examples of how to implement in your business.
Anonymous More than 1 year ago
This is a great read for any body. The rules put forth in this book are really core values that work in business. The title, although provocative, represents how vulnerable we need to be to connect in today's wired world. I loved it and couldn't put it down. I can immediately apply the rules in this book to work and home life
IgnatiusReillyLives More than 1 year ago
Some good points but unbearably over done. All the dialogue and introspective filler was borderline childish. It is nice to see that being oneslef-honest and with integrity- is good business. A short story would suffice. Jim Rowley LBG
RolfDobelli More than 1 year ago
Being vulnerable takes guts, especially in business. But the payoff, explains best-selling author Patrick Lencioni, is strong, honest client relationships that engender trust and allegiance. Lencioni puts forth his "naked service" model via a story about a fictitious consultant named Jack Bauer (not to be confused with the main character on the TV show "24"). Jack, an up-and-comer at a big consulting firm, is put in charge of the newly acquired Lighthouse Partners. He's initially reluctant to embrace Lighthouse's nonconformist tactics, but when he opens his mind to their possibilities, he has a life-changing experience. Through Jack, you learn about the three fears that block naked service and how to master them. Instead of writing a novel, Lencioni could just have outlined the naked service model in a dozen pages and, in fact, he does so at the end of the story. However, using a business fable as a vehicle is a simple, fun, engaging and relatable way to teach his concepts. getAbstract suggests this charming fable to anyone in a service industry.Being vulnerable takes guts, especially in business. But the payoff, explains best-selling author Patrick Lencioni, is strong, honest client relationships that engender trust and allegiance. Lencioni puts forth his "naked service" model via a story about a fictitious consultant named Jack Bauer (not to be confused with the main character on the TV show "24"). Jack, an up-and-comer at a big consulting firm, is put in charge of the newly acquired Lighthouse Partners. He's initially reluctant to embrace Lighthouse's nonconformist tactics, but when he opens his mind to their possibilities, he has a life-changing experience. Through Jack, you learn about the three fears that block naked service and how to master them. Instead of writing a novel, Lencioni could just have outlined the naked service model in a dozen pages and, in fact, he does so at the end of the story. However, using a business fable as a vehicle is a simple, fun, engaging and relatable way to teach his concepts. getAbstract suggests this charming fable to anyone in a service industry. To learn more about this book, check out the following web page: https://www.getabstract.com/summary/13655/getting-naked.html
Anonymous More than 1 year ago
This is are really quick read and it has a lot of take-away tips that can be implemented quickly and easily if you are reading for those types of ideas. I really enjoy his writing style.
RLGRG More than 1 year ago
I have enjoyed everyone of Patrick Lencioni's books and this ranks as one of my favorites from his collection. In a climate where we must be more client centric, this book gives you practical advice and application of how to meet your clients needs. And the reading is so enjoyable and entertaining as always. This is a must read
jnealf More than 1 year ago
I bought this book based on a recommendation from a business partner....a very useful resource for any one like myself who is involved in business consulting....the book confirms methods you may currently use, as well as presents new methods you could utilize as well...
Anonymous More than 1 year ago
While I don't think the title is as relevant as it could be, I assume the publisher was going for provocative. This certainly reflects the core values of our consultancy, and I would imagine in this enlightened world and tough economy, this will become the norm for consultants who survive the crunch on cash flow.
Chieftan201 More than 1 year ago
If you want to learn how to be wildly successful in any profession that requires the offering of advice or counsel - read this book! In this text, uber-consultant Patrick Lencioni of The Table Group in San Francisco reveals the mindset and methodology that has made his firm so prominent. And the best news? It's simple. But that doesn't mean it's easy. Let me explain. I am president of a boutique executive coaching and management consultancy whose clients range from global corporations to solopreneurs. "Getting Naked" confirmed the way we interact with our own clients. But I didn't learn this method from consulting, I brought it with me from my old job as a police SWAT team leader. In order to survive in the harshest and most stressful of environments (like your cubicle, possibly), the following elements are critical: competency, truth, trust, and willing vulnerability. Unfortunately, most organizational cultures promote the opposite. The symptoms of this, which you have undoubtedly seen, are politics, compromise, failed initiatives, low morale, posturing, silos, kingdom-building and mediocre performance. "Getting Naked" reveals (couldn't resist) these timeless truths in Lencioni's signature parable style that makes for a fast read - with the lessons enumerated in the back of the book. This text can completely change your approach and strengthen the relationships you have with clients, coworkers and anyone you want to help. Lencioni is one of the few authors that get the following endorsement from me to my clients and friends: "If Lencioni writes it, you should read it...period." Buy this book and get naked with us. But don't worry, as courageous as you must be to use this method, the room won't be crowded. It will, however, contain a group of very successful, happy, fulfilled (and probably somewhat chilly) folks. Much success, Tim Keck www.performanceinsights.net
Anonymous More than 1 year ago
Being vulnerable or Getting Naked as Patrick Lencioni calls it, in his best-selling book Getting Naked, has some surprising benefits in building customer trust and loyalty. This is an excellent book for anyone who must quickly build trust with people as part of their job. As an agile coach, I find this book to be an excellent guide in how I can build the trust and loyalty that I need as I coach individuals, teams, and corporations to get the most out of adopting an agile methodology. This book is an easy and enjoyable evening read, presented as a business fable or story about how Jack Bauer, a business consultant, learns the secrets of his nemesis, Michael Casey. The story takes the reader through the journey in a highly entertaining but educational trip, that leads Jack into understanding how Michael’s consulting firm has been able to out gun his firm by being more vulnerable in overcoming three common fears that most of us have. The fear of losing the business, the fear of being embarrassed, and the fear of feeling inferior. I particularly like how the last chapter summarizes the lessons learned in a very simple but effective way. I would highly recommend this book to anyone who must quickly gain the trust of clients or other individuals such counselors, doctors, most sales professionals, business consultants, and of course agile coaches.
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