I recently finished reading “Getting NAKED”, by Patrick Lencioni. Mr. Lencioni is the founder of the management consulting firm, The Table Group and the author of “The Five Dysfunctions of a Team” and “The Three Signs of a Miserable Job” among other short management books. “Getting NAKED” is a “business fable” that tells the story of the acquisition and integration of one “touchy-feely” management consulting firm by another larger more traditional firm. One can read it in a few hours. It is particularly applicable to anyone in the world of professional services.
There are many lessons to be gleaned from the book. However, the lesson that stands out most prominently is that clinging to our ego prevents us from achieving our greatest business successes. Lencioni’s fictional Lighthouse Partners relies on its partners and consultants showing vulnerability and complete transparency to their clients, with the result being that they charge the richest fees in the industry, achieve the highest profitability and create unprecedented client stickiness, while minimizing the time spent on “pitching” business.
The way that Lighthouse’ consultants showed up with clients reminded me of the qualities of Level Five leadership, as detailed in Jim Collins’ book “Good to Great.” Whereas Level Five leaders “are ambitious for their company, not themselves” “naked” consultants are ambitious for their clients, not themselves, always putting their clients interests before their own. Level Five leaders “display a compelling modesty, are self-effacing and understated.” The “naked” consultants of Lighthouse Partners check their egos at the door, when they show up at a client site.
In the last chapter of the book, titled “The Model”, Lencioni summarizes the principles of “naked” consulting for those readers who just want the core of his message, without the fable. The principles, which center around the three fears that drive many professional services executives, are summarized below, along with the tactics of “naked” consulting that allow one to avoid falling into the trap of the three fears.
Fear of Losing the Business
Always Consult Instead of Sell
Give Away the Business
Tell the Kind Truth
Enter the Danger
Fear of Being Embarrassed
Ask Dumb Questions
Make Dumb Suggestions
Celebrate Your Mistakes
Fear of Feeling Inferior
Take a Bullet for the Client
Make Everything About the Client
Honor the Client’s Work
Do the Dirty Work
I highly recommend “Getting NAKED” for any professional services executive that wants to stretch them self, no matter how uncomfortable it may be, into a higher level of success and career satisfaction. Here is a link to the book’s site on Amazon.com:
Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty (J-B Lencioni Series)
Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty (J-B Lencioni Series)
Buy from Amazon