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

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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 in depth and presents concrete 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.


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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 in depth and presents concrete 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.

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

  1. 5 out of 5

    Michael

    "Getting Naked" is a metaphor advanced in a new book by the prolific and insightful Patrick Lencioni, about how to build a culture of client service excellence by helping people shed their fears, baggage, and ego in any business for which dealing with clients is a driver of success. The book, which takes the form of an accessible if sometimes contrived first-person story, focuses on the fears that effect all of us in client service-oriented business: - Fear of losing the business, which often caus "Getting Naked" is a metaphor advanced in a new book by the prolific and insightful Patrick Lencioni, about how to build a culture of client service excellence by helping people shed their fears, baggage, and ego in any business for which dealing with clients is a driver of success. The book, which takes the form of an accessible if sometimes contrived first-person story, focuses on the fears that effect all of us in client service-oriented business: - Fear of losing the business, which often causes us to avoid doing the difficult things that engender greater loyalty and trust with the people we’re trying to serve; - Fear of being embarrassed, which keeps us from sharing original ideas and being truthful about ourselves; and - Fear of feeling inferior, which is about preserving our sense of importance and social standing relative to a client, and which interferes with the ability of a firm to truly put it’s clients interests first. The book goes on to describe a set of cultural values and attitudes that organizations effective in overcoming these fears seem to adhere to: Always consult instead of sell. Give away the business. Tell the kind truth. Enter the danger. Ask dumb questions. Make dumb suggestions. Celebrate your mistakes. Take a bullet for the client. Make everything about the client. Honor the client’s work. Do the dirty work. Admit your weaknesses and limitations. Seems like motherhood and apple pie stuff, I know, but Lencioni does a good job translating each of these ideas into real world examples, things we’ve all done from time to time that interfere with our ability to be truly excellent service providers. Among my faves was a story about a client meeting where a senior executive steps on a subordinate in a way that makes the whole room uncomfortable. Lencioni’s main character watches in horror as someone on the new team he’s inherited after an acquisition stops the meeting to ask, ' “I’m sorry, but I think it’s time we dealt with something, because I don’t think we’re going to make this strategy work if we don’t.” The room was quiet, although I’m pretty sure they had no idea what Amy was about to do. “Mikey, I’m sure you mean well,” She paused long enough for the room to reach a completely new level of silence, and for Mikey to raise her eyebrows. “But when you approach every issue with such…,” she searched for the right word, “…negativity, it’s a real buzz kill for the team.” ' After the initial turbulence support for the consultant grows, [slow clap], you get the picture. I found the book practical and easy, and am now in the process of buying a copy for the whole client services team at Holland-Mark.

  2. 4 out of 5

    Tim

    Not much new here. Once again a fable to fill enough pages to sell a book. If you are a busy business person, just read the last 20 pages

  3. 4 out of 5

    Ashlee

    Just finished Getting Naked. Ha! I definitely learned some new ways to approach my business. It is a very fast read. Resist operating from a fear of losing business, feeling inferior, or being embarrassed and instead just serve and give to the client. To Get Naked in Business: Always Consult instead of Sell - (Don't be afraid of losing the business.) Give Away the Business - (Just serve and give people what they need!) Tell the Kind Truth - (Give the direct truth in a helpful and kind way.) Enter the Just finished Getting Naked. Ha! I definitely learned some new ways to approach my business. It is a very fast read. Resist operating from a fear of losing business, feeling inferior, or being embarrassed and instead just serve and give to the client. To Get Naked in Business: Always Consult instead of Sell - (Don't be afraid of losing the business.) Give Away the Business - (Just serve and give people what they need!) Tell the Kind Truth - (Give the direct truth in a helpful and kind way.) Enter the Danger - ("Dangerous" situations are really opportunities to add value and build trust.) Ask Dumb Questions Make Dumb Suggestions Celebrate Your Mistakes Take a Bullet for the Client Make Everything about the Client. Honor the Client's Work Do the Dirty Work Admit our Weaknesses and Limitations

  4. 4 out of 5

    Margot Note

    Read this afternoon, feeling as though I was playing hooky from my "real" consulting work, but it was just what I needed to read as a consultant and business owner. (Between readings, I pitched the first phase of a potentially long-term project with a client I'm delighted to work with--so there's that!) The Three Fears: #1: Fear of losing the business #2: Fear of being embarrassed #3: Fear of feeling inferior The principles of naked service: Always consult instead of sell Give away the business Tell the Read this afternoon, feeling as though I was playing hooky from my "real" consulting work, but it was just what I needed to read as a consultant and business owner. (Between readings, I pitched the first phase of a potentially long-term project with a client I'm delighted to work with--so there's that!) The Three Fears: #1: Fear of losing the business #2: Fear of being embarrassed #3: Fear of feeling inferior The principles of naked service: Always consult instead of sell Give away the business Tell the kind truth Enter the danger Ask dumb questions Make dumb suggestions Celebrate your mistakes Take a bullet for the client Make everything about the client Honor the client's work Do the dirty work Admit your weaknesses and limitations

  5. 4 out of 5

    Julie

    Our agency has recently moved to an Account Management/Project Management model for account service. Instead of tiers within the account service structure - we now have people who focus on the business needs partnered with those focused on the operational work needed to produce outstanding marketing materials for our client. In an effort to develop a stronger account management culture here, we're reading a few books to help us grow in this regard. This is the latest one and, so far, the best. F Our agency has recently moved to an Account Management/Project Management model for account service. Instead of tiers within the account service structure - we now have people who focus on the business needs partnered with those focused on the operational work needed to produce outstanding marketing materials for our client. In an effort to develop a stronger account management culture here, we're reading a few books to help us grow in this regard. This is the latest one and, so far, the best. For me, it is most relevant because we've also been discussing Leadership practices and the strongest value that our leadership team needs to develop here is "vulnerability." We need to lose a number of fears - all of which are addressed in this book. They are 1) Fear of Losing the Business, 2) Fear of Being Embarrassed and 3) Fear of Feeling Inferior. While this "loss" is a work in progress here at my agency, I can already feel a sense of liberation in letting go and just being in the moment with my clients, knowing that I bring a unique perspective to any situation and that I need to share that perspective. It may not always be "right," but it will be helpful nonetheless. At a minimum, it will start engaging and collaborative conversations that will lead to the best decision for my client's business. Another strong factor in this book is that it is told in a fable. I, personally, learn more when the teaching is within a story. Because of this book's format - I feel I can relate to the example better and therefore, put the teaching into action sooner. If you read it, let me know what you think. Enjoy!

  6. 5 out of 5

    Nadya Ichinomiya

    Although I'm not a huge fan of fables in business books (some are just so cringey), I love ones by Patrick Lencioni. They are compelling, realistic, and the story-telling's payload is practical and actionable. This was a book about the benefits of vulnerability, useful to not only "client loyalty" fields but applicable to all kinds of other human interactions, whether in business or personal. Although I'm not a huge fan of fables in business books (some are just so cringey), I love ones by Patrick Lencioni. They are compelling, realistic, and the story-telling's payload is practical and actionable. This was a book about the benefits of vulnerability, useful to not only "client loyalty" fields but applicable to all kinds of other human interactions, whether in business or personal.

  7. 5 out of 5

    Helena

    It's a good book for consultants. As is the style of Lencioni, the book is a story, told in the first person, that highlights the contrast between the old, fear-driven style of consulting , and the new, trust-building type of consulting. The book is easy to read, light, funny and gets the point across. It's a good book for consultants. As is the style of Lencioni, the book is a story, told in the first person, that highlights the contrast between the old, fear-driven style of consulting , and the new, trust-building type of consulting. The book is easy to read, light, funny and gets the point across.

  8. 5 out of 5

    Ryan Huff

    This was a well written and easy to consume book. A refreshing narrative for a self-help / sales book.

  9. 5 out of 5

    Stephen Gonzalez

    I read this book in 3 days. I don’t read any book in 3 days! Lencioni has a very unique way of communicating his philosophy about how service providers of all types can better sell to and serve their clients. The first 80% of the books is a fable about a consultant struggling to understand and then relate back to his management how a smaller competitor seems to beat him and his larger firm in every head-to-head deal. Only after his firm acquires the smaller firm does and he is assigned to oversee I read this book in 3 days. I don’t read any book in 3 days! Lencioni has a very unique way of communicating his philosophy about how service providers of all types can better sell to and serve their clients. The first 80% of the books is a fable about a consultant struggling to understand and then relate back to his management how a smaller competitor seems to beat him and his larger firm in every head-to-head deal. Only after his firm acquires the smaller firm does and he is assigned to oversee the integration, do he come to understand that the secret to the smaller firm is in the unique way they sell to and engage their clients. In the final 20% of the book, Lencioni formally introduces and elaborates on the “naked consulting” model introduced in the fable as a new way of thinking about client service. A quick, refreshing read that stands ‘naked’ in the face of most formal sales methodologies. Highly recommended for anyone who works with clients in an ongoing capacity.

  10. 4 out of 5

    Alwaled Hakamei

    Coming from a consulting background in the middle east I can definitely relate to the book. The book tells a fable about Jack Power a Senior Consultant in prestigious consulting firm who acquired a small consulting firm called Lighthouse and he was assigned responsible for the integration. Jack faces a challenge represented in the cultural differences between the two companies (Traditional consulting vs Lighthouse way). As jack dives deep in lighthouse approach he finds it more successful and mo Coming from a consulting background in the middle east I can definitely relate to the book. The book tells a fable about Jack Power a Senior Consultant in prestigious consulting firm who acquired a small consulting firm called Lighthouse and he was assigned responsible for the integration. Jack faces a challenge represented in the cultural differences between the two companies (Traditional consulting vs Lighthouse way). As jack dives deep in lighthouse approach he finds it more successful and more sustainable as it focuses on long-term relationships based on honesty and being direct with their clients. Jack started asking himself how they do it without any second thoughts? He is conclusion lighthouse consultants are okay with being vulnerable and they don't have any of the following fears (which typical Consultants have): 1) The fear of losing business 2) The fear of being embarrassed 3) The fear of being inferior. I recommend the audio version of the book.

  11. 5 out of 5

    Brian Lawrence

    Probably one of the best books on management consulting that I’ve read to date. Written as a fable, and citing Lencioni’s own strategies for consulting, this book is a page turner. I blame the author for making me lose sleep the night I decided to pick this up because I could not put it down. I had to get to the end of the book and it was the very early hours of the morning before I finally conceded I needed sleep. Easy to understand principles, maybe not so easy to Implement unless you’re willi Probably one of the best books on management consulting that I’ve read to date. Written as a fable, and citing Lencioni’s own strategies for consulting, this book is a page turner. I blame the author for making me lose sleep the night I decided to pick this up because I could not put it down. I had to get to the end of the book and it was the very early hours of the morning before I finally conceded I needed sleep. Easy to understand principles, maybe not so easy to Implement unless you’re willing to put aside your ego and sales face when you’re working with clients. HIGHLY RECOMMENDED!

  12. 5 out of 5

    Heather

    All consultants should read this one! Short read really enjoyed it and it just confirms I’m with the right company.

  13. 5 out of 5

    Chad Warner

    This book tells how consultants can forge better client relationships by being vulnerable. Vulnerable, or “naked,” service is characterized by uncommon levels of humility, selflessness, and transparency for the clients’ good. It tells how to be more like team members than vendors. The result is work that’s more enjoyable, profitable, and rewarding. It explains three fears that hold consultants back, and how to overcome these fears. Written as a fable, it’s short, but still longer than necessary. I This book tells how consultants can forge better client relationships by being vulnerable. Vulnerable, or “naked,” service is characterized by uncommon levels of humility, selflessness, and transparency for the clients’ good. It tells how to be more like team members than vendors. The result is work that’s more enjoyable, profitable, and rewarding. It explains three fears that hold consultants back, and how to overcome these fears. Written as a fable, it’s short, but still longer than necessary. I agreed with most of the advice. The main point that I questioned was the recommendation to start consulting in the initial meeting, before arranging an agreement or fees. I can only see that working for certain consulting services and if the client is pre-qualified. I look forward to using the advice to improve the way we consult in my web design agency, OptimWise. Notes “[E]ven though clients require us to be competent enough to meet their needs, it is ultimately our honesty, humility, and selflessness that will endear us to them and allow them to trust and depend on us.” Fear #1: Fear of losing the business Don't worry about closing the deal or losing the client. Be so focused on the client’s interests that you stop worrying about repercussions. Clients want to know you're more interested in helping them than in making money. Consult, don't sell. Give away the business. At initial meeting, be a consultant, not a salesman. Help, don't sell. Skip the sales process. Don't start with presentations and proposals. Instead, ask about prospect’s issues, and brainstorm. Do collaborative, real-time client research rather than preparing an answer ahead of time. Don’t try to outsmart the client, just start consulting. Don't tell what you’d do if hired; just start serving as if they've hired you. Don't bring up fees unless they ask. Once a prospect shows a real interest in becoming a client, focus on their issues and determining if they’d be a good client before jumping to sign a deal. Bringing up the deal can shift focus from their issues to what you want out of the arrangement. Don't be afraid of helping too much during initial sales call. Most clients won't use your advice without hiring you. Those that do would be bad clients anyway. Err on the side of the client when it comes to fees, to build a long-term relationship. Tell the kind truth Give feedback with the empathy and concern of a friend. If you're not willing to tell a client the kind truth, why should they pay you? Fear #2: Fear of being embarrassed (intellectual pride) Ask dumb questions Don't pretend to know than you know more than you do. Make dumb suggestions Clients don't mind sifting through some bad suggestions if they're offered with good intentions. Clients want to hear all your suggestions and want transparency and honesty more than intelligence. Celebrate your mistakes Admit it was a bad idea and laugh. Fear #3: Fear of feeling inferior (preserving social standing related to client) Clients trust and respect service providers who act as servants. Misc. Once you build a relationship with the client, they rarely mention your fees. Of course, some can't afford you. A bad client is worse than no client, because they prevent you from finding good clients, don't give good references, and make you dread work. This method will result in getting most of your business from referrals and warm leads. This method is less professional, less sophisticated, less rigorous, and less systematic, but more effective. Clients will love you and refer others. Don't tell clients how to run their business, or try to convince them that you know more than them.

  14. 4 out of 5

    Tommy Kiedis

    In typical and enjoyable fashion, Patrick Lencioni spins another leadership fable with keen insights for leaders and the organizational cultures they seek to build. Pat's business fable about Jack Bauer is my favorite. It's a great story that teaches and illustrates the importance of vulnerability while thoroughly entertaining via a believable page-turner. This book is personal in that Lencioni shares his background, including the reason behind the birth of The Table Group. In typical and enjoyable fashion, Patrick Lencioni spins another leadership fable with keen insights for leaders and the organizational cultures they seek to build. Pat's business fable about Jack Bauer is my favorite. It's a great story that teaches and illustrates the importance of vulnerability while thoroughly entertaining via a believable page-turner. This book is personal in that Lencioni shares his background, including the reason behind the birth of The Table Group.

  15. 5 out of 5

    Peter Krol

    Lencioni has a way of taking very simple principles and applying them to business situations in a profound way. Although he writes secular business books, Lencioni gives glory to God the Father through Jesus Christ in his acknowledgments. I don't always agree with everything, but I am amazed by what the application of a few biblical principles can do when one takes Paul seriously and gives "glory to God" in "whatever" he does. In this case, Lencioni proposes a method of consulting that he calls " Lencioni has a way of taking very simple principles and applying them to business situations in a profound way. Although he writes secular business books, Lencioni gives glory to God the Father through Jesus Christ in his acknowledgments. I don't always agree with everything, but I am amazed by what the application of a few biblical principles can do when one takes Paul seriously and gives "glory to God" in "whatever" he does. In this case, Lencioni proposes a method of consulting that he calls "naked consulting." This approach can apply to any field where one person is having dealing with another person. The method is not complicated and boils down to being open and transparent with others. Amazing. Novel. At points, Lencioni even uses biblical language like "put the needs of others above your own." What I found most helpful was the fact that Lencioni identifies the failure to be transparent as being motivated by fear. Fear of losing their business. Fear of being embarrassed. Fear of feeling inferior. Another way we could view these fears are fear of failure, fear of man, and exalting oneself. We have already found much application of these principles as we work to sell our house and work with potential buyers. I'm sure that nearly anyone could use these principles in nearly any situation where relating to another person is involved. I highly recommend this book. If you've never read a Lencioni book, then you must know that the best part of the book is not the explanation of the model (the last 20 pages) but the fable Lencioni spins to illustrate it (the first 195 pages). This incarnational approach makes the principles more beautiful and the model more persuasive.

  16. 4 out of 5

    Patrick

    Getting Naked is a "business fable", a genre in which the author takes a pamphlet-sized set of business principles or a short theory and expands it into a short, light narrative through which he introduces the concepts.* It's padding, but it's a much more enjoyable way to learn than a dry, lecture-y business treatise. Overall, I approve. (Besides, if you have to pad, at least pad with a story. De Bono Edward's Six Thinking Hats was padding via repetition, and that was far worse.) In Getting Naked Getting Naked is a "business fable", a genre in which the author takes a pamphlet-sized set of business principles or a short theory and expands it into a short, light narrative through which he introduces the concepts.* It's padding, but it's a much more enjoyable way to learn than a dry, lecture-y business treatise. Overall, I approve. (Besides, if you have to pad, at least pad with a story. De Bono Edward's Six Thinking Hats was padding via repetition, and that was far worse.) In Getting Naked, Lencioni presents a fictional takeover of a small, highly successful consulting firm by a much larger firm that follows a very traditional model. The main character is sent in to find out how they're so successful, and discovers that they're masters of building customer relationships. Lencioni breaks down Thee Fears, and provides a set of guiding principles to overcome those fears. This was a short and enjoyable read, and I think Lencioni is dead-on with his principles. Of course, I think my company already follows most of them, so it's easy for me to agree with. On the whole, anyone that has to build customer relationships should read this, and it should be required reading for anyone above Lead Consultant at my firm. * For other examples, see other books by this author or by Goldratt Eliyahu

  17. 5 out of 5

    Liza Fireman

    In general, I really appreciate Patrick Lencioni's books, but this is not one of them. It is not that interesting, doesn't give insights or approaches that are different from his other books, and not that well written. In addition, I can't stand the fact that Lencioni is pushing religion and its calming affect in some of his books, it doesn't make me feel comfortable, and it is 100% not inclusive. Skip this, read The Five Dysfunctions of a Team: A Leadership Fable instead. In general, I really appreciate Patrick Lencioni's books, but this is not one of them. It is not that interesting, doesn't give insights or approaches that are different from his other books, and not that well written. In addition, I can't stand the fact that Lencioni is pushing religion and its calming affect in some of his books, it doesn't make me feel comfortable, and it is 100% not inclusive. Skip this, read The Five Dysfunctions of a Team: A Leadership Fable instead.

  18. 4 out of 5

    Eugene

    This review has been hidden because it contains spoilers. To view it, click here. spectacular book about being honest with clients, how the "naked" and open culture may help to compete with established large scale firms. I like characters author developed, the form of the "business tale" helps to see principles applied in the real life with all of the struggles and benefits. also appreciate that author shows that it is almost impossible to install this "naked" culture into the existing "sales oriented" business. Probably large part of it comes from people who fits the culture spectacular book about being honest with clients, how the "naked" and open culture may help to compete with established large scale firms. I like characters author developed, the form of the "business tale" helps to see principles applied in the real life with all of the struggles and benefits. also appreciate that author shows that it is almost impossible to install this "naked" culture into the existing "sales oriented" business. Probably large part of it comes from people who fits the culture and it is a rare case to change the culture without rebuilding the team (5 Dysfunctions of Team book is about this too).

  19. 4 out of 5

    Ryan Briones

    This book is a must read for people in service-oriented work. (I myself am a software consultant) The format, fictional story/object lesson, is the perfect delivery system for this content as well. If you liked this book, I highly suggest you read Leadership and Self Deception: Getting Out of the Box. Similar format and equally good information for folks in service-oriented work. This book is a must read for people in service-oriented work. (I myself am a software consultant) The format, fictional story/object lesson, is the perfect delivery system for this content as well. If you liked this book, I highly suggest you read Leadership and Self Deception: Getting Out of the Box. Similar format and equally good information for folks in service-oriented work.

  20. 5 out of 5

    Kiessa

    This book was recommended to me by a business colleague whom I admire very much. He embodies the principles of the book, and if you have read the book you will recognize how special that is. That said, this book challenges human beings to bring their authenticity and vulnerability to their work, enhancing professional relationships and business transactions. While perhaps not the most revolutionary of ideas, the application of the concept seems to be rare. I couldn't put this book down, and I ca This book was recommended to me by a business colleague whom I admire very much. He embodies the principles of the book, and if you have read the book you will recognize how special that is. That said, this book challenges human beings to bring their authenticity and vulnerability to their work, enhancing professional relationships and business transactions. While perhaps not the most revolutionary of ideas, the application of the concept seems to be rare. I couldn't put this book down, and I can't wait to read it again. It is a real gem.

  21. 5 out of 5

    Natali

    First off, I didn't realize this was a fable until I was done with it. Felt dumb about that. But it almost didn't matter because this book was written as an engaging story with a valuable lesson. It feels more like a novel than a business lesson. This may not be groundbreaking stuff in the realm of personal empowerment but I think it is in the stuffy corporate world. It is a refreshing take on how to be a human being in business and not just a suit. I liked it. First off, I didn't realize this was a fable until I was done with it. Felt dumb about that. But it almost didn't matter because this book was written as an engaging story with a valuable lesson. It feels more like a novel than a business lesson. This may not be groundbreaking stuff in the realm of personal empowerment but I think it is in the stuffy corporate world. It is a refreshing take on how to be a human being in business and not just a suit. I liked it.

  22. 4 out of 5

    Ron Mcintyre

    Took me some time to get into it but once I started, I was reminded of similar situations that I have dealt with that had the same types of twisted conversations. I thought for sure that Patrick had been in the room with me during some of those exchanges. It boils down to relationship capital or relationship management, with an operative word of vulnerability and trust.

  23. 4 out of 5

    Randy Fox

    Done as a narrative tale, listening to this book was really excellent and revelatory. Essentially it tells us to throw out sales scripts and manipulative technique and simply to be ourselves. Should be simple but most of us are trained to perform instead of to just be.

  24. 4 out of 5

    Omar

    Decent read, not as universal as Lencioni's other books. If you're in consulting then it's definitely a must read. Decent read, not as universal as Lencioni's other books. If you're in consulting then it's definitely a must read.

  25. 5 out of 5

    Mark Wiltshire

    Fantastic view on how to sell without selling, how to approach new clients, and how to build fantastic clients that appreciate and value your services.

  26. 5 out of 5

    Michael Harden

    I am a huge fan of the author (we worked together at Oracle) and his series of business fables (I have everyone one of his business novels). My first introduction to Getting Naked (and perhaps my favorite) was Five Dysfunctions of a Team, and I was hooked on the engaging style of the Fable. With the first major division of the book relating to a fabricated (but true to life) "story/fable" about a particular institutional or leadership truth, the reader is drawn into the drama and begins to relat I am a huge fan of the author (we worked together at Oracle) and his series of business fables (I have everyone one of his business novels). My first introduction to Getting Naked (and perhaps my favorite) was Five Dysfunctions of a Team, and I was hooked on the engaging style of the Fable. With the first major division of the book relating to a fabricated (but true to life) "story/fable" about a particular institutional or leadership truth, the reader is drawn into the drama and begins to relate. As part of the drama, the reader can participate based on his or her own experiences with the situation. Rarely is there a situation that is completely foreign to the reader. The author then wraps up the book by a more clinical treatment of the subject matter...giving the proposition, the supporting rationale, and intended conclusions. In this book (which caught my attention with the provocative title...otherwise I likely would never have picked it up), Lencioni addresses the institutional assumption that transparency with our clients will reduce the value proposition of our provided service. He speaks of three dominant fears [Fear losing business, fear of being embarrassed, fear of feeling inferior] that often drive a service provider to a position of asserting strength when there is none. This may have been par for the course in a previous generation, but the rapidly shifting landscape of business on a global scale today requires "fresh eyes" on nearly every situation. If a "fear of losing the business" causes a service provider to "play it safe" rather than press hard for a client's benefit...then the service provider has ceased to be a significant value to the client. [Now I will resist the temptation to address all of the material...since doing so might convince you to skip the read entirely]. We live in a culture where transparency (or at least the concept of it) is "in vogue," and therefore is often marketed...even when it is not embraced. Companies/consultants may speak of partnership with a client and a mutual learning experience or "conversation," but what they usually mean is a dedicated vulnerable "moment" before they revert to previous experience, education, history, or models. (This happened recently with a sales professional who called on my company and presented himself as the subject-matter expert on workflow in my business...but really had no experience in my business...only experience selling to other businesses like mine. Because of this book...I spotted the approach (which I have used innumerable times myself) and was better able to position myself in the conversation. So, is the book worth a read? Yes. While I would give it 4.5 stars...there are some who would rate it higher and some a little lower. It provoked an interesting period of self-examination and some points of affirmation...as well as "poked me in the chest" on my approach in some areas. No leader would waste his time by reading this, and I would recommend it without reservation.

  27. 4 out of 5

    Siim

    Lencioni delivers on a description of how his firm does consulting - open, honest, client-driven, not afraid to be completely naked in front of each other (metaphorically speaking, of course). The 3 fears to overcome to have frank conversations with clients and actually have success: 1. Fear of losing the business - what you do should be driven by your desire to help and improve the industry rather than a determination to close the sale. This also means you don't have the fear of making a mistake Lencioni delivers on a description of how his firm does consulting - open, honest, client-driven, not afraid to be completely naked in front of each other (metaphorically speaking, of course). The 3 fears to overcome to have frank conversations with clients and actually have success: 1. Fear of losing the business - what you do should be driven by your desire to help and improve the industry rather than a determination to close the sale. This also means you don't have the fear of making a mistake and it getting in the way of helping the client. Give good ideas without fear that the client will run away with them. Walk right into the middle of an awkward situation, because those situation need resolving. (My own experience confirms this, and it was reiterated at our last team-building retreat we did at my company - if you think something is wrong, something is probably wrong, speak up). In improv comedy this is called "enter the danger", good things happen if you enter dangerous situations rather than avoid them 2. Fear of making a mistake Ask dumb questions - 9/10 times there is somebody else in the room who also thinks but doesn't ask Make dumb suggestions - some dumb suggestions can be good and 2 good suggestions trump 3 bad ones 3. Fear of feeling inferior Take a bullet for the client - offer yourself as a sacrifice, don't let your ego get in the way. The main goal is for them to reach where you want them to be, sometimes that takes sacrifice and bowing down. Honour the client's work - it's their livelihood Do the client's dirtywork - slides, memos, analysis, running around workshops with a microphone, sometimes you just have to do this stuff to save the client and create a reputation of rolling up your sleeves. Again, don't let your ego get in the way. This reminds me of the work we do with clients at my company and where we can still improve and acknowledge to be even better at it. We have passion for our industry and sometimes the expertise we share doesn't lead to a sale. But it often leads to a good place where when that expertise is shared well and with honest intentions, it will be adopted and has the potential to change processes for the better. This also reminds me of an MC in the tourism industry, John Bell. Being British and having that natural charisma, he also displays many of these tendencies while he does his work. Being naturally curious, hard-working, not afraid to make mistakes and running around and doing what it takes to make an event a success. Good show-runners have those tendencies, they are not on top of their high perch and that's what makes them superstars.

  28. 4 out of 5

    Paweł Kołkowski

    1. Fear of loosing the business - no one like to loose client. We must be more interested in helping our client than to maintaining revenue source. Client can smell fear and are repealed by it - like on a date (honest vs desparate guy). 1. Alway serve not sell 2. Giveaway the business - giving advice and service before fee and give up short-term revenue increase for long-term relationship - be more interested in service than in charging client. 3. Tell the kind truth - confront the client wi 1. Fear of loosing the business - no one like to loose client. We must be more interested in helping our client than to maintaining revenue source. Client can smell fear and are repealed by it - like on a date (honest vs desparate guy). 1. Alway serve not sell 2. Giveaway the business - giving advice and service before fee and give up short-term revenue increase for long-term relationship - be more interested in service than in charging client. 3. Tell the kind truth - confront the client with difficult truth even if client don't want to hear it. 4. Enter the danger - In uncomfortable situations step into the center of it and ask dumb question. This is where the best opportunity is. 2. Fear of being embarrassed - no one like to make mistakes. Be eager to ask questions and make suggestions that can turn out to be laughably wrong. Celebrate errors stupid. Transparency and honesty 1. Ask dumb question - be ok with asking evertyhing you don't know - Clients love it if we have the courage to ask them. 2. Make dumb suggestions - Some will turn out to be perfect. Client is going to remember good ideas. 3. Celebrate your mistakes - Increase level of trust, respect and honesty. Acknowledge when mistake is made and apology 3. Fear of feeling inferior - roots in ego. Is not about intellectual pride but rather about preservance of our sense of importance, social standing relative to a client. We try to achieve a certain level of importance but we forgot about service which should be most important. Make the need of others more important than your ego. 1. Take the bullet for the client - finding those moments when we can humble ourselves and sacrificially take some of the burden of a client in difficult situation and then (critical) confront them with the kind truth. Sometimes it will destroy account, but we must do it. 2. Make everything about the client - full attention for a client. Understand, honor and support the client. Downplay your achievements and allow clients to discover them for themselves. 3. Honor the client's work - taking active interest in client's business even if this is something you are not naturally passionate about. 4. Do the dirty work - do everything is needed to do even if it is below your expertise

  29. 4 out of 5

    Eric

    "What clients want more than anything is to know that we're more interested in helping them than we are in maintaining our revenue source. And when we do something, or fail to do something, in order to protect our business, they eventuially lose respect for us and understandably question whether they should trust us." I finished Getting Naked: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty by Patrick Lencioni. 240 pages, book #18 of 182 (WOO 10% DONE), finished 2/4/2 "What clients want more than anything is to know that we're more interested in helping them than we are in maintaining our revenue source. And when we do something, or fail to do something, in order to protect our business, they eventuially lose respect for us and understandably question whether they should trust us." I finished Getting Naked: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty by Patrick Lencioni. 240 pages, book #18 of 182 (WOO 10% DONE), finished 2/4/2017. This book tells the fictional story of Jack, who is asked to integrate a small, humble consulting firm into the culture of his much larger and driving consulting firm. Along the way, he learns why this smaller firm's approach is much better than his own. The book is a fictional re-telling of Lencioni's own consulting firm, The Table Group, and is centered on making the case why vulnerability and humility are the keys of client loyalty, satisfaction, and referrals. The three fears that prevent this vulnerability are: 1. The fear of losing the business. 2. The fear of being embarrassed. 3. The fear of feeling inferior. This is the first business book I've read in a while. I tend to grouse about business books, as a substantial number of them are 15 page pamphlets smashed in to a 200 page book, resulting in 100+ pages of pure fluff - anecdotes, repetition to the extreme, and irrelevant words. Lencioni's books aren't like that - this book evenly mixes narrative with guidance, in an engaging and quick way. My main drive for reading this book was my recent role change at work - I spent a large amount of time directly interacting with highly competent business owners and CEO's where there's no chance I can have every answer correct before the question is even asked, I think my main takeaways from the book are: - The three fears should only induce fear if you're incompetent. If you're competent, you have nothing to worry about. - Beginning to consult before a sale is made isn't going to lower the risk of close, it's going to ensure you close the right deals. A client that takes free advice and then doesn't want to pay was never going to be a great client, long-term. I recommend this book to my sales buddy Ryan Bonilla.

  30. 4 out of 5

    Kheira TAIEB AHMED

    The book main idea is vulnerability in the consulting world(for me, it can be useful in several ways in our lives). What does that mean ? It means show your client your vulnerabilities and weaknesses ! Providing a good service and building a trust relationship with a client is all based on being vulnerable/naked, which can be explained by knowing, understanding and giving away 3 kinds of fears: The three fears are: the fear of losing the business the fear of being embarrassed the fear of being i The book main idea is vulnerability in the consulting world(for me, it can be useful in several ways in our lives). What does that mean ? It means show your client your vulnerabilities and weaknesses ! Providing a good service and building a trust relationship with a client is all based on being vulnerable/naked, which can be explained by knowing, understanding and giving away 3 kinds of fears: The three fears are: the fear of losing the business the fear of being embarrassed the fear of being inferior The author explain in more details what each one of those fears can be presented like, and he did give a useful situation examples: 1- the fear of losing the business: consult don’t sell give away the business tell the kind truth enter the danger 2- the fear of being embarrassed: ask dumb questions make dumb suggestions celebrate your mistakes 3- the fear of being inferior take a bullet for your client do the dirty work acknowledge the client’s work make everything about the client admit our weaknesses and limitations Reading this book and seeing those points written like that in front of my eyes activated my brain defensive mode. Personally, and I know it’s the case of a big majority of people this advises/facts are the hardest thing to put on action. This is because of their very complicated nature. We’re a complicated species, especially psychologically speaking and those fears are the most frighting things that we can put our minds through. Yet, I did see some of them really through my work experience and I saw how people could bypass those fears and used them to gain a trustful durable relationship with clients. I liked the way the author presented the first part of the book. Telling a story for me is one of the most effective ways to keep an audience or readers interested about a given subject, honestly with the story going on I couldn’t stop reading in the first place to satisfy my curiosity to know what will happen to Jack Bauer ? If you don’t have time to read(or you think so) and you want just the book main idea go right to the second part of the book. You’ll get the summary of what was said in the first part formally.

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