Getting Naked: A business fable…about shedding the three fears that sabotage client loyalty. By Patrick Lencioni
Getting Naked’s Introduction opens up by saying:
“Vulnerability. It is one of the most undervalued and misunderstood of all human qualities. Without a willingness to be vulnerable, we will not build deep and lasting relationships in life. That’s because there is no better way to earn a person’s trust than by putting ourselves in a position of unprotected weakness and demonstrating that we believe they will support us.”
Here is a story is about a management consultant who is tasked with merging two firms; his own and the one he learned to despise because they consistently won business over him and his firm. The two companies have such very different approaches to serving their clients. The one who relies on vulnerability and complete transparency and the other who proves its competence and upholds it reputation for intellectual superiority.
There are life-changing lessons learned within the story. The book concludes by offering a model for Naked Service and outlines the three fears for building trust and loyalty with your clients.
1. Fear of Losing the Business
2. Fear of Being Embarrassed
3. Fear of Feeling Inferior.
This book is a breath of fresh air. I find it refreshing to know that this potential exists and it offers strategies for success. Read the book. Learn the principles for shedding the three fears.
My favorite: Make Everything About the Client
I am inspired.
