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

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Overview

Praise for Getting Naked

"I've experienced the 'naked' approach firsthand and can say withconfidence that this book will transform the way we view client service. I wish every one of my vendors would read it and follow its advice."
—J. Miles Reiter, chairman and CEO, Driscoll's

"Lencioni has written the definitive primer on how to build relationships in business (and in life) that are at once authentic, fruitful, and lasting. Getting Naked is a...

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Overview

Praise for Getting Naked

"I've experienced the 'naked' approach firsthand and can say withconfidence that this book will transform the way we view client service. I wish every one of my vendors would read it and follow its advice."
—J. Miles Reiter, chairman and CEO, Driscoll's

"Lencioni has written the definitive primer on how to build relationships in business (and in life) that are at once authentic, fruitful, and lasting. Getting Naked is a must-read."
—Andy Lorenzen, senior manager, organizational talent strategy, Chick-fil-A, Inc.

"Lencioni's message on vulnerability really hits home. I can't imagine a service provider who wouldn't benefit greatly from the lessons in this insightful book."
—Tony Bingham, president and CEO, American Society for Training & Development (ASTD)

"I couldn't put it down. Another page-turner with a quietly powerful message from Lencioni."
—Mike Faith, president and CEO, Headsets.com, Inc.

"Put your feet up, check your ego at the door, and read Getting Naked. It's such an enjoyable read, you may finish the book in one sitting, but you will remember its message forever."
—Ken Blanchard, coauthor of The One Minute Manager® and Helping People Win at Work

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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.
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Product Details

  • ISBN-13: 9780787976392
  • Publisher: Wiley
  • Publication date: 2/2/2010
  • Series: J-B Lencioni Series , #33
  • Edition number: 1
  • Pages: 220
  • Sales rank: 51,554
  • 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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Table of Contents

Introduction vii

The Fable
Part One: Theory 3
Part Two: Practice 17
Part Three: Research 69
Part Four: Testimony 119

The Model
The Origins of Getting Naked 195
Naked Service Defined 197
Shedding the Three Fears 201
Broader Applications of Nakedness 214

Acknowledgments 215
About the Author 219

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Customer Reviews

Average Rating 3.5
( 35 )
Rating Distribution

5 Star

(14)

4 Star

(6)

3 Star

(8)

2 Star

(5)

1 Star

(2)

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See All Sort by: Showing 1 – 20 of 35 Customer Reviews
  • Posted December 18, 2011

    Excellent, I highly recommend for everyone working with people.

    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.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted February 14, 2011

    Appropriately Titled

    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

    1 out of 1 people found this review helpful.

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  • Posted October 7, 2010

    Decent read

    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

    1 out of 1 people found this review helpful.

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  • Posted June 8, 2010

    more from this reviewer

    Building Business Relationships: A Fable

    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

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Posted June 2, 2010

    Not just for consultants

    A Partner gave this book out and I decided to read it even though I am not a consultant, just out of curiosity. It's relevant to anyone who works in a corporate office - even if you don't have external clients you still have your internal clients (aka your boss and co-workers). Not only does it have useful information but it's entertaining to read.

    1 out of 2 people found this review helpful.

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  • Anonymous

    Posted May 5, 2010

    Another Lencioni Hit

    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.

    1 out of 1 people found this review helpful.

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  • Posted May 5, 2010

    Every professional in a client oriented business should read this book

    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

    1 out of 1 people found this review helpful.

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  • Posted April 24, 2010

    Great Airplane Read

    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...

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted March 22, 2010

    A must-read for any service provider.

    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.

    1 out of 1 people found this review helpful.

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  • Posted March 13, 2010

    more from this reviewer

    Lencioni does it again!

    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

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted March 30, 2013

    Sex

    Lets do it

    0 out of 1 people found this review helpful.

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  • Anonymous

    Posted January 11, 2012

    I am 11

    am i to young to tead this book i already know about sex if that is a problem

    0 out of 2 people found this review helpful.

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    Posted June 5, 2010

    No text was provided for this review.

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    Posted July 9, 2011

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    Posted October 25, 2010

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    Posted February 3, 2011

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  • Anonymous

    Posted December 13, 2013

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  • Anonymous

    Posted May 30, 2011

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    Posted May 30, 2011

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    Posted May 31, 2011

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