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Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty

ISBN: 978-0-7879-7639-2
240 pages
February 2010, Jossey-Bass
Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty (0787976393) cover image

Description

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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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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Author Information

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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The Wiley Advantage

  • 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
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Reviews

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)
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Press Release

February 01, 2010
Getting Naked: a Business Fable about Shedding the Three Fears that Sabotage Client Loyalty

With nearly three million books sold, best-selling author Patrick Lencioni  has finally turned his attention toward his own craft—consulting and client service—in his new book, Getting Naked: a Business Fable about Shedding the Three Fears that Sabotage Client Loyalty (Jossey-Bass, 978-0-7879-7639-2, $24.95, February 2010).

 

Getting Naked reveals some simple, yet counterintuitive concepts that have given Lencioni’s company a fiercely loyal client base, a key advantage over larger, more well-know firms.  In the book, Lencioni urges readers to explore unconventional concepts, including, “enter the danger,” “ask the dumb questions,” “celebrate your mistakes” and more.  By stripping down the old dogma associated with client service, this book encourages readers to “get naked” and open themselves to a real and rewarding path to working with others.

 

Lencioni helped pioneer the business fiction style with his engaging storylines and compelling models.  In Getting Naked, the fiction is centered around a consulting firm somewhat similar to his own; however, the model is applicable to all service providers from consultants, to financial planners to sales organizations.

 

For over a decade, Patrick Lencioni has developed his models while out in the field speaking and consulting to a wide range of organizations, including Southwest Airlines, State Farm, Chick-fil-A, The World Business Forum and more.  While his previous best-sellers have tackled organizational health topics such as teamwork (The Five Dysfunctions of a Team) and job fulfillment (The Three Signs of a Miserable Job), Getting Naked addresses the critical role of client service and provides readers with a specific plan for success that can quickly impact the bottom line. 

For a full press kit and additional information about “Getting Naked” please visit: http://lp.wileypub.com/gettingnaked  

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