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Getting Naked: a Business Fable About Shedding the Three Fears that Sabotage Client Loyalty
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Getting Naked: Shedding the Three Fears That Sabotage Client Loyalty authored by Patrick Lencioni unveils a revolutionary approach to client service that yields uncommon levels of trust and loyalty. In this new book, Pat challenges service providers to be completely transparent and vulnerable with clients in order to overcome the three fears that ultimately sabotage client allegiance:
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Fear of Losing business
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Fear of Being Embarassed
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Fear of Feeling Inferior
The Getting Naked fable contrasts two different consulting firms that are in the process of merging. One firm is the large, international firm located in the city skyline. The other is a small boutique firm located in a re-purposed building where people dress casually and don't work late. While we expect the big firm to come in and straighten up the little one, Lencioni teaches us some very important things along the way. Perception is not always reality as we learn that the larger firm might learn a thing or two from the smaller one. Lencioni reminds us that bigger is not always better and that acquiring and retaining clients is not a matter of Power Point slides and glossy marketing materials as much is it is about relationships and authenticity.
Getting Naked turns its focus to client relationships and service in a way that they should be teaching today's executives. The word "relationship" is certainly overdone in today's sales lexicon, but Lencioni gives it a new definition--the right definition. We learn, through the experiences of the characters, that client relationships are about a whole lot more than remembering each other's birthdays and talking sports. Client relationships are about truly understanding challenges, working through alternatives as partners, and even sacrificing the short term for the long run at times.
"Put your feet up, check your ego at the door and read Getting Naked. It's such an enjoyable read you may finish the book in one sitting, but you will remember its message forever." - Ken Blanchard
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