Patrick Lencioni
ISBN: 0787976393
Read: 12/2/2013
Pages: 240
Rating: 9/10
View on Amazon
Reading Ease: Reading Time:6 hours

One of the few books I've been able to read completely through in one sitting, being on a 5-hour flight helps I guess. Even though this is a novel, Patrick paints a picture that makes you believe this is attainable today and uses the narrative to communicate his insights in what it means to be a true trusted advisor. The Getting Naked part is a reference to allowing you're to be vulnerable to your clients for a more compassionate and partnership oriented customer service. Vulnerability will enable you to build a client relationship built on trust, integrity, honesty, humility, and transparency. The Three fears the book talks about to move closer to a deeper customer relationship are the fear of losing the business, the fear of embarrassment and the fear of feeling inferior. To get over the fear of losing business one would consult instead of sell or be more open to giving away business. To overcome the fear of embarrassment don't be afraid to ask dumb questions and celebrate your mistakes. To overcome the fear of feeling inferior, make everything about the client and don't be afraid to take a bullet for the client.

Motivations to Read

I looked into reading this book around the time I was working in consulting. I was feeling very down at the time and didn't enjoy the over-emphasis on just billing clients as much as we could and felt that relationships were neglected. I haven't been exposed to too many other management or technical consulting environments, but my perceptive and what I've heard from those working in the same fields is that it's the culture at some big consulting companies. I wanted to read more about how a genuine and truly worth consulting company operates and found some good reviews for this book.

3 Reasons to Read

  • Improve your consulting and form stronger client relationships
  • You are in a service oriented role
  • Learn how to overcome the three fears that sabotage client loyalty
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