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Getting Naked

A Business Fable...About Shedding the Three Fears That Sabotage Client Loyalty


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Category: Sales & Marketing

Getting Naked

In this summary, you will learn

  • What “naked service” consulting is
  • How it builds loyal, trusting client relationships
  • How consultants can use this service model to their advantage
  • How naked service works as shown through the story of a fictitious businessman


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Why you should read Getting Naked

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.

About the Author

Patrick Lencioni, a frequent public speaker, is the author of eight bestsellers, including The Five Dysfunctions of a Team. He heads The Table Group, a consultancy.

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