Description
Book SynopsisAnother extraordinary business fable from the New York Times bestselling author Patrick LencioniWritten 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.
Trade ReviewAuthor, 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)
Table of ContentsIntroduction 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
