Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty

ISBN-13: 9780787976392 / Angielski / Twarda / 2010 / 240 str.

Patrick Lencioni

Opis

Another extraordinary business fable from the New York Times bestselling author Patrick Lencioni Written in the same dynamic style as his previous bestsellers including The Five Dysfunctions of a Team, Lencioni illustrates the principles of inspiring client loyalty through a fascinating business fable. He explains the theory of vulnerability in depth and presents concrete steps for putting it to work in any organization. The story follows a small consulting firm, Lighthouse Partners, which often beats out big-name competitors for top clients. One such competitor buys out Lighthouse and learns important lessons about what it means to provide value to its clients.

• Offers a key resource for gaining competitive advantage in tough times
• Shows why the quality of vulnerability is so important in business
• Includes ideas for inspiring customer and client loyalty
• Written by the highly successful consultant and business writer Patrick Lencioni

This new book in the popular Lencioni series shows what it takes to gain a real and lasting competitive edge.

Recenzje

Author, speaker and management consultant Lencioni ( The Three Signs of a Miserable Job) preaches a business model that may seem antithetical to many, which he calls "getting naked": being unafraid to show vulnerability, admit ignorance, and ask the dumb questions when dealing with clients. Lencioni′s central argument is that by focusing on sales, rather than communication, consultants miss the key part of their job–consulting–and therefore lose out on valuable long–term client relationships. Presented mostly as a parable about a management consultant trying to reconcile two firms in a merger, Lencioni′s latest is entertaining as well as informative, with a message that sticks (heavy–handed though it may be). Straightforward and widely applicable, Lencioni′s advice should prove useful not only for business consultants, but anyone trying to build long–term client relationships. (Feb.) ( PublishersWeekly.com, February 22, 2010)

Spis treści

Introduction vii

The Fable

Part One: Theory 3

Part Two: Practice 17

Part Three: Research 69

Part Four: Testimony 119

The Model

The Origins of Getting Naked 195

Naked Service Defined 197

Shedding the Three Fears 201

Broader Applications of Nakedness 214

Acknowledgments 215

About the Author 219

O autorze

Patrick Lencioni is a New York Times best–selling business author of eight books including The Five Dysfunctions of a Team and The Three Signs of a Miserable Job. As president and founder of The Table Group, Pat has consulted to CEOs and leadership teams in organizations ranging from Fortune 500 companies and start–ups to churches and non–profits. In addition to his books, Pat and his work have been featured in publications like Harvard Business Review, The Wall Street Journal, Fortune, BusinessWeek, and USA Today.

To learn more about Patrick Lencioni and his other books and services including his newsletter please visit www.tablegroup.com.

Blurb

Praise for Getting Naked

"I′ve experienced the ′naked′ approach firsthand and can say withconfidence that this book will transform the way we view client service. I wish every one of my vendors would read it and follow its advice."
J. Miles Reiter, chairman and CEO, Driscoll′s

"Lencioni has written the definitive primer on how to build relationships in business (and in life) that are at once authentic, fruitful, and lasting. Getting Naked is a must–read."
Andy Lorenzen, senior manager, organizational talent strategy, Chick–fil–A, Inc.

"Lencioni′s message on vulnerability really hits home. I can′t imagine a service provider who wouldn′t benefit greatly from the lessons in this insightful book."
Tony Bingham, president and CEO, American Society for Training & Development (ASTD)

"I couldn′t put it down. Another page–turner with a quietly powerful message from Lencioni."
Mike Faith, president and CEO, Headsets.com, Inc.

"Put your feet up, check your ego at the door, and read Getting Naked. It′s such an enjoyable read, you may finish the book in one sitting, but you will remember its message forever."
Ken Blanchard, coauthor of The One Minute Manager® and Helping People Win at Work