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.
Getting Naked
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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)
‘If you’re looking for an outline of a fascinating culture that modern leaders should aspire to… Patrick Lencioni writes with authority and makes some very excellent points. ’ (Leadership–expert.co.uk, August, 2010).
‘If you’re looking for an outline of a fascinating culture that modern leaders should aspire to… Patrick Lencioni writes with authority and makes some very excellent points. ’ (Leadership–expert.co.uk, August, 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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2 of 2 people found the following review helpful
By InfoSecMatt
Format:Hardcover|Amazon Verified Purchase
You have got to be either crashingly arrogant or more than endearingly clueless about consultants and consultancy to gain any benefit from this book.
It really is on the intellectual level of 'Who moved my cheese?' and has sufficient shmaltz to deserve the subtitle of 'Chicken Soup for the Consultant'.
You should have learned the content of this book in the playground: be humble, ask questions, admit it when you are wrong, be honest with yourselves and others, value your integrity, etc - and it comes as quite a shock that adults should need reminding...
It really is on the intellectual level of 'Who moved my cheese?' and has sufficient shmaltz to deserve the subtitle of 'Chicken Soup for the Consultant'.
You should have learned the content of this book in the playground: be humble, ask questions, admit it when you are wrong, be honest with yourselves and others, value your integrity, etc - and it comes as quite a shock that adults should need reminding...
1 of 1 people found the following review helpful
By Rolf Dobelli
TOP 500 REVIEWER
Format:Hardcover
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.
1 of 1 people found the following review helpful
By Español
Format:Hardcover|Amazon Verified Purchase
Would you tell a prospective client the truth even if it cost you the engagement? Would you admit you didn't know? Would you go in with an open mind, not a box of pre-prepared tricks?
As a management consultant with over 25 years' experience every new engagement brings a tension between being the highly paid consultant who knows the answers and actually really sitting on the same side of the table as your clients and working with them and for their business even if it costs you more in time, effort or knocks to your master of the universe ego.
Lencioni shows us in his trade-marke fable style why this seemingly vulnerable approach is better for your clients and can win more and better contracts for you.
Lencioni takes us through as an experienced consultant learns the benefits of working in more `vulnerable' ways and how that changes the client - consultant interaction. If you like this book you are probably already working in some of the ways Lencioni suggests, but I bet you learn a whole lot more from this fast, entertaining and invigorating read.
As a management consultant with over 25 years' experience every new engagement brings a tension between being the highly paid consultant who knows the answers and actually really sitting on the same side of the table as your clients and working with them and for their business even if it costs you more in time, effort or knocks to your master of the universe ego.
Lencioni shows us in his trade-marke fable style why this seemingly vulnerable approach is better for your clients and can win more and better contracts for you.
Lencioni takes us through as an experienced consultant learns the benefits of working in more `vulnerable' ways and how that changes the client - consultant interaction. If you like this book you are probably already working in some of the ways Lencioni suggests, but I bet you learn a whole lot more from this fast, entertaining and invigorating read.
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