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

Hardback J-b Lencioni Series

By (author) Patrick M. Lencioni

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  • Publisher: Jossey-Bass Inc.,U.S.
  • Format: Hardback | 240 pages
  • Dimensions: 147mm x 211mm x 25mm | 386g
  • Publication date: 2 February 2010
  • Publication City/Country: New York
  • ISBN 10: 0787976393
  • ISBN 13: 9780787976392
  • Sales rank: 42,689

Product 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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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.

Review quote

'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).

Back cover copy

Praise for Getting Naked"I've experienced the 'naked' approach firsthand and can say withconfidence that this book will transform the way we view client service. I wish every one of my vendors would read it and follow its advice." --J. Miles Reiter, chairman and CEO, Driscoll's"Lencioni has written the definitive primer on how to build relationships in business (and in life) that are at once authentic, fruitful, and lasting. Getting Naked is a must-read." --Andy Lorenzen, senior manager, organizational talent strategy, Chick-fil-A, Inc."Lencioni's message on vulnerability really hits home. I can't imagine a service provider who wouldn't benefit greatly from the lessons in this insightful book." --Tony Bingham, president and CEO, American Society for Training & Development (ASTD)"I couldn't put it down. Another page-turner with a quietly powerful message from Lencioni." --Mike Faith, president and CEO, Headsets.com, Inc."Put your feet up, check your ego at the door, and read Getting Naked. It's such an enjoyable read, you may finish the book in one sitting, but you will remember its message forever." --Ken Blanchard, coauthor of The One Minute Manager(R) and Helping People Win at Work

Flap copy

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.

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