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Product details
File Size: 451 KB
Print Length: 241 pages
Publisher: Jossey-Bass; 1 edition (December 30, 2009)
Publication Date: December 30, 2009
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B0032ZD0OI
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Amazon Best Sellers Rank:
#104,677 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
I can't say enough good things about this book! A couple of years ago my business attorney suggested I read this book to "pass the time" on my flight back home from a meeting. I was so enthralled with this book I read it from cover to cover in 3.5 hours and to this day I still refer to it.Without spoiling any of the story-line, here's the main moral of the narrative: cut the BS!I feel like everyone living with me here in Los Angeles should read this! So many people here walk around with the "do you know who I think I am" attitude. This book reminded me that when it comes to business, people want to work with people who can get the job done. Period. Strip away the technology, the pomp and circumstance of appearing to be a "big fish in a small pond" and just show up "naked." If you really are worth your weight in salt, you'll get the job or the client because you can do the job better than anyone else.
I purchased this book for a training course at work and I expected to either outright dislike it, or be bored to death. I ended up being drawn in by the author's conversational style and way of conveying his message through telling a story. Instead of merely providing a top 5 or 10 list and then hammering home why this list is better than other lists, Patrick Lencioni takes his readers through a practical investigation and application of his method by translating it into a "business fable." The result is a rather enjoyable and quick read that gave me more to think about than I expected. It was also relevant to my current and future job duties as a CPA, so I appreciated the advice presented in the book. I highly recommend this and his other books on management for others looking to change their leadership and client service game to be more effective.
I am a consultant and I was assigned this book by my management. At first, I really didn't like its story-telling format, but I have to admit that it did make the book a lot easier to read and remember.Once I got past the information being presented as a fable, I have to say that content-wise, I already belonged to the choir that Lencioni is preaching to, I just didn't know it. And his advice can help me push it a little more. So I can highly recommend the book. Leave your numbers, metrics and measurements aside for a bit and read this to help put them in some context.I have worked with big engineering and science clients for several years now, so I'm pretty used to feeling dumb. With a clientele like I've worked with, trying to come across as a know-it-all would be impossible and pathetic. I would be seen through in an instant. So I've long since conquered any fear of feeling inferior or being embarrassed. In these complex, collaborative environments it is critical to get over yourself and focus on the work.What I I've added to my thinking after this read is the attitude of "always be consulting" (to crib a line from Glengarry Glen Ross), or what Lencioni refers to as giving away the business. Don't waste time talking about what you can do, just start doing it. I now see myself, as a consultant, as part of my employer's "offense". At the point I'm called in to a project, we have the ball and our job is to advance it as soon and as far as we can. As long as we can keep doing that, there's no need for sales, which is the "defense" of the business. Sales' job is to get the ball back over to us when we don't have it.When he talks about consultants "doing the dirty work", "taking a bullet" and "making everything about the client" it is this view of my role as an "offensive" player in my business that ties it together for me. These things are done with a smile because they advance the ball, aka the client's interests.
I bought "Getting Naked" as just another Lencioni business novel. I always find them easy to read and make you think, yet often they aren't wow-books that stick with you forever (though The Five Dysfunctions of a Team: A Leadership Fable (J-B Lencioni Series) was perhaps an exception. Getting Naked however took me quite by surprise and I quite liked it.Of course, the title of the book is odd and doesn't say very much. "Naked" in the title relates to open, honest and transparency. "Getting Naked" refers to running your company in such a way that you are totally open, honest and transparent with your clients. This honest (or vulnerability) can cause a level of trust that can lead to a very high customer loyalty.As with Lencioni's other books, the book is structured around one story and then a clarification of the model that was used in the story. The story is about a manager called Jack who works in a management consultant firm who bought a smaller yet very successful firm. Jack goes in to the smaller firm to learn how they work so that he can integrate that firm back in the larger "mother" firm. However, as he figures out how the other firm works, he discovers that the cultural differences between the traditional larger firm and the "naked consulting" smaller firm are perhaps impossible to overcome. He ends up with an personal identity crisis as he tries to understand the difference in operating principles. Learning the new concepts and coping with the cultural differences leads him into an interesting position with... a surprising end (which I'll leave as a surprise).The second part explains the model behind naked consulting which is based on overcoming the three fears: 1) the fear of losing business, 2) the fear of being embarrassed, and 3) the fear of feeling inferior. Each of these fears can be overcome by following the principles of "naked consulting" such as: "Telling the kind truth" or "entering danger." Each of these principles comes with some examples.As mentioned, the book actually surprised me. It made concrete a few of consulting and coaching which I feel can be very powerful yet incredibly difficult. It also stressed the important of honesty in business rather than just profits and selling, which I also believe in strongly. All of this caused me to enjoy the book more than I actually expected. For this, I wanted to definitively give the book a 5 star review, yet, in the end, I chose only 4. Why? Because thinking it over, I felt the book is also lacking on two fronts. First, it doesn't really deeply clarify the system behavior and assumptions behind these principles, it doesn't go deep enough into the question of "why?". Second, these principles are great, but are incredibly hard to follow. The book, unfortunately, doesn't help very much with how you can adopt these principles but leaves that to the reader. For these reasons, I decided to stay with a 4 (but close to 5) star review. Recommended, especially for anyone who's work it is to offer a service to others.
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