Getting Naked: A Business Fable about Shedding the Three Fears That Sabotage Client Loyalty

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.