Getting Naked

Another extraordinary business fable from theNew York Times bestselling author Patrick Lencioni

Written in the same dynamic style as his previous bestsellers includingThe 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 timesShows why the quality of vulnerability is so important in businessIncludes ideas for inspiring customer and client loyaltyWritten 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.

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 servicesincluding his newsletterplease visit www.tablegroup.com.

Introductionvii

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