Getting Naked

About the Author

Patrick Lencioni is a renowned author, management consultant, and speaker. He is the president and founder of The Table Group, a firm dedicated to helping leaders improve their organizations' health. Lencioni is widely recognized for his expertise in team dynamics and organizational health, and he has written several best-selling books, including The Five Dysfunctions of a Team and The Three Signs of a Miserable Job. His work has been praised for its practical insights and accessible style, making complex concepts easy to understand and apply.

Main Idea

"Getting Naked: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty" is a compelling narrative that explores the power of vulnerability in building trust and loyalty with clients. Through the story of Jack Bauer, a management consultant navigating the merger of two firms with contrasting approaches, Lencioni illustrates how embracing vulnerability can transform professional relationships. The book identifies three fears—fear of losing the business, fear of being embarrassed, and fear of feeling inferior—that hinder service providers from fully connecting with their clients. By overcoming these fears, service providers can foster deeper, more authentic relationships and achieve unparalleled client loyalty.

Table of Contents

1. Theory
2. Practice
3. Research
4. Testimony
5. The Model
6. The Origins of Getting Naked
7. Naked Service Defined
8. The Three Fears
9. Shedding the Three Fears
10. Broader Applications of Nakedness

Theory

The journey begins with Jack Bauer, a senior consultant at Kendrick and Black, who finds himself in an uncomfortable position when his firm acquires Lighthouse Partners, a competitor with a unique approach to client service. Jack's initial disdain for Michael Casey, the founder of Lighthouse, sets the stage for a profound transformation. Through his experiences, Jack learns that true client loyalty is built on vulnerability, honesty, and selflessness.

“There is nothing more attractive and admirable than people who willingly and cheerfully set their egos aside and make the needs of others more important than their own.” - Patrick Lencioni

Naked Service: The Concept

Naked service, as defined by Lencioni, involves embracing vulnerability to build trust and loyalty with clients. This approach contrasts sharply with traditional methods that emphasize competence and reputation. Naked service providers prioritize their clients' needs, even at the risk of exposing their own weaknesses. This genuine selflessness fosters deeper connections and greater trust.

Practice

The practical application of naked service principles is illustrated through Jack's experiences at Lighthouse Partners. As he interacts with the Lighthouse team, he observes their unique methods of client engagement, which starkly contrast with his own firm's practices. The Lighthouse consultants' willingness to ask difficult questions, admit their mistakes, and focus entirely on the client's needs challenges Jack's preconceived notions about effective client service.