"Getting Naked: Patrick Lencioni's Fable on How to Overcome the Three Fears That Block Client Loyalty"

Grant H.: I only wish that I had discovered Patrick Lencioni's books years ago. Every single one of them is a jewel of knowledge.
This one was terrifying, but in a good way. The principles and model he provides here are very powerful, and as a consequence, very unsettling. Whether you are an individual contributor or some form of leader or manager, integrating the ideas in this book will make you better. But unless you're already a bodhisattva, they'll challenge you to your core.

United States on Nov 01, 2023

slukic0776: Lencioni has written some golden rules for consulting with clients (that double as life-lessons) in a believable use-case doubling as a drama. I read the book in a single sitting, confirming some of my own experiences over a life time of consulting consulting while also challenging some of my beliefs & practices. It has encouraged me to give some of these a test-run to see how I can improve my services and performance.

Australia on Oct 20, 2023

LA: Als angehender Account Manager und derzeitiger consultant hat dieses Buch mir neue Einblicke gegeben. Aufgrund der Story liest es sich wie ein Roman/krime oder wie ein Drehbuch. Spannend, faszinierend und gleichzeitig lehrreich. Genial!
Must read

Germany on Apr 06, 2023

Michael Ehling: Consulting is a noble calling. Yet consultants get a bad rap and have a hard time because they make one (honest) mistake. They unwittingly believe they have to know more, be more, have more, and do more so that their clients will value and hire them. They seek to be impeccable, invulnerable experts. This causes tension. There is no upper bound: you can always do, know, be more. You will never get there. You see this tension in consuitants' faces and throughout the culture of their companies. Clients (unconsciously) read the tension and hold back (some? much?) trust. Which causes consultants to try even harder.

This dynamic usually doesn't prevent consultants from delivering some significant value. But it does lead to burn out. And it hides from clients what they most need.

Getting Naked shows you how to drop the pretense and be you. Vulnerable and trustworthy, clients let you in. "I don't know" becomes a power tool. Asking what they think and celebrating their smarts deepens the relationship.

You might counter, "Don't you still need to know things, be good at things, work hard? How stupid does a client need to be to hire you just on your ability to drop your...

Canada on Jun 26, 2019

Neil: I don't normally post. I've read a few of Mr Lencioni's books and so far would recommend all of them. Basically it has really made me think, it has enlightened me. By that I meant that the principles discussed can be applied in most roles, and just by taking a different approach we can be more successful. In this book, as others, I have had those 'wow' moments. Saying to myself - yes that is right or this is how I need to change. I'm more naked now and the responses are unbelievable. Read it and see what you think, I did and it has changed my interaction with clients in such a positive way. However, the changes don't feel easy in the moment - but it feels better overall......

United Kingdom on Aug 30, 2018

A Project Professor: When you pick up a book entitled "Getting Naked" you are not quite sure what to expect. Most of us feel more comfortable hiding our bodily flaws and those around us definitely feel more comfortable when we are dressed. In fact, the older I get, the more I seem to desire to remain clothed. It seems as consultants, I have seen many have the same desire to remain "clothed" when it comes to their ideas, work habits and interactions with clients. They put up a front or exterior that belies the true nature of their work.

In this book, author Patrick Lencioni talks directly to consultants and anyone who provides services, especially advisory services. He promotes the idea clients want consultants to be "naked" - transparent, servant-oriented, and more interested in adding value to the client's business than they are in the money being paid. Make it about the client and their concerns, not about the consultant.

Lencioni uses his signature style of a fable to illustrate his points. A larger, less client-oriented consulting firm buys a much smaller, customer-centric company. The larger firm method of selling and providing their services differ greatly from the smaller firm:...

United States on May 31, 2011

Chris Hutchinson: Full disclosure: I'm a Pat Lencioni fan. His Five Dysfunctions of a Team (which even comes in a manga graphic novel/comic book edition!) nails the problems that most teams are experiencing, yet are completely oblivious about.

I've purchased and read every book by Pat, and most are pretty good.

Getting Naked is great. And even though I am technically a "management consultant," and therefore the situations in the book are more directly familiar, I believe you'll find the lessons just as applicable in your own industry.

I had thoughts that the "business fable" had peaked, as there are many people using and abusing this format after Pat had successes with it. However, Pat must've been quietly sharpening his saw because his expert use of the fable format allows the reader to experience the transition of the main character subtly from scoffer to true believer in the concept of deep down, honest, and willing vulnerability.

Vulnerability is something I strive for in my company and in my work - and I can't tell you how many times people have challenged me with reactions of disbelief to outright scorn that I would intentionally not bring answers to my clients and...

United States on Mar 22, 2010

Español: 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.

United Kingdom on Mar 19, 2010