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Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty Hardcover – Feb 2 2010


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Product Details

  • Hardcover: 240 pages
  • Publisher: Jossey-Bass; 1 edition (Feb. 2 2010)
  • Language: English
  • ISBN-10: 0787976393
  • ISBN-13: 978-0787976392
  • Product Dimensions: 15.2 x 2.2 x 21.8 cm
  • Shipping Weight: 386 g
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Bestsellers Rank: #33,971 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

Review

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)

From the Inside Flap

I'm not going to lie; Michael Casey was one of my least favorite people in the world. Even the mention of his name could put me in a moderately bad mood.

And so, if you had told me a year earlier that I would spend four solid months of my professional life learning about him and his annoying little consulting firm, I would have told you it was time for me to change careers.

But that's exactly what happened, and I've lived to tell about it.

After focusing on topics ranging from teamwork and leadership to employee engagement and meetings, acclaimed management expert, consultant, speaker, and New York Times best-selling author Patrick Lencioni has finally turned his attention toward his own craft—consulting and client service. Tapping into the simple but powerful model that his firm, The Table Group, has been built on for more than a dozen years, Lencioni presents what may be his most engaging, humorous book yet.

Getting Naked tells the remarkable story of a management consultant who is trying desperately to merge two firms with very different approaches to serving clients. One relies on vulnerability and complete transparency; the other focuses on proving its competence and protecting its reputation for intellectual prowess. In the process of managing the merger, the consultant is forced to learn life-changing lessons that prove to be as relevant as they are painful.

As he does in his other books, Lencioni provides readers with concepts that are accessible and compelling. Here, he explains the three fears that provoke service providers—whether they are internal consultants, sales people, financial advisors, or anyone else serving long-term clients—to unknowingly sabotage their ability to build trust and loyalty. And, as always, Lencioni provides a practical approach for overcoming those fears.


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By Glenn Simon Inc TOP 500 REVIEWER on Oct. 14 2014
Format: Kindle Edition
“I can’t say I hated Michael Casey. For one, Sister Rose Marie Hennessy had taught me in second grade that I should never hate anyone. And besides, I had never actually met Casey. I don’t think you can really hate someone you’ve haven’t met, even if you ignore Sister Rose Marie’s advice."

This is the first line from Getting Naked, by Patrick Lencioni and it has a good hook to it. Don’t worry, I promise you that he doesn’t ‘Get Naked’ with Sister Rose Marie either, at least not in the literal sense.

Like many of the author’s previous books, this one reads as a business fable. I prefer to listen to these stories using the audible versions as they are very engaging and well told; great for long drives. Mr. Lencioni delivers an interesting and well told story with enough punch to remind us of how we should be doing business when it comes to interpersonal relationships.

The term “Getting Naked” is taken from Lencioni’s experience in the consulting world under his company The Table Group. Basically, ‘Getting Naked” means being vulnerable to your clients. By being vulnerable you can build trust and nurture a genuine problem-solving atmosphere.

The three principles he outlines in this book are:

1. Let go of the fear of losing (business)
2. Let go of the fear of being embarrassed
3. Let go of the fear of feeling inferior

When you lose these fears you’re able to;

1. Truly deliver honest, unbiased, constructive, client focused help by genuinely connecting to your client for the good of him and his company.
2. Be unafraid to say what you mean and do the ‘dirty work’ when it needs to be done.
3. Enter the danger zone of discomfort, understanding that you and the client are together for the best outcome.
4.
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1 of 1 people found the following review helpful By Francois Lavallee on May 9 2010
Format: Hardcover Verified Purchase
Lencioni strikes again in this leadership fable. A great story line, a clear model, a call to action. I already integrated the model in my practice. A real page turner...as usual.
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By Oakville, ON on Feb. 8 2014
Format: Kindle Edition Verified Purchase
I recommend this book to any person in the service industry. It is a quick read with a lot of valuable information on connecting with your customers and creating a high level of trust that equates to a long term relationship.
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By Sandra C. on Nov. 2 2013
Format: Hardcover Verified Purchase
This is one of my favorite books to revisit when I need to be reminded why we do what we do everyday as leaders.
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