Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty
Format: PDF / Kindle (mobi) / ePub
Another extraordinary business fable from the New York Times bestselling author Patrick Lencioni
- 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.
I had come to realize that the team’s way of dealing with her was just to let her rant and then resume their conversation. As uncomfortable as that was, I couldn’t think of a better solution. But then there was Amy. Holding up her hand like she was asking a question of Sister Rose Marie in second grade, she didn’t wait to be called on. “I’m sorry, but I think it’s time we dealt with something, because I don’t think we’re going to make this strategy work if we don’t.” The room was quiet,
Margaret would have been able to answer those questions themselves.” I smiled. “Yes, we could have. But you didn’t pick us. Why?” “Well, since you asked me to be honest, I’m just going to say it straight.” He paused. “It just felt like you guys were going to tell us how to run our business, and you were trying to convince us that you knew more than us, I guess. And you were telling us all the things that you would do for us if we hired you.” “Lighthouse didn’t do that?” Marty asked.
terms of adding value and endearing them to their clients.” “Do you have an example, Jack?” Suddenly Finley was sounding friendlier. And I couldn’t help but wonder if suspenders were more comfortable for a large guy than a belt. Stay focused, I thought to myself. “Yeah. But they fall into a few different categories. And again, these are Michael Casey’s principles or rules of thumb.” I went to the board and wrote, Ask dumb questions. “When a Lighthouse consultant doesn’t
that your clients are looking for good suggestions, and they don’t mind sifting through some not-so-good ones as long as they’re offered with good intentions and with no ego attached.” “Okay, give me some dumb suggestions that turned out to be good ones.” Kendrick was pushing me along, but seemingly with enthusiasm. So I told them about Amy’s suggestion to the medical technology company about licensing from a competitor. And about her idea to create a family-friendly, alcohol-free section
the naked approach is certainly not limited to our field. It applies to anyone who provides ongoing, relationship-based advice, counsel, or expertise to a customer, inside or outside of a company. Or better yet, it applies to anyone whose success is tied to building loyal and sticky relationships with the people they serve. Okay, let’s look at what naked service entails. NAKED SERVICE DEFINED At its core, naked service boils down to the ability of a service provider to be vulnerable—to