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

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

Patrick M. Lencioni

ISBN: 978-0-470-59760-6

Dec 2009, Jossey-Bass

240 pages

$16.99

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.

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

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)
  • 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