Catchy title isn’t it?  I removed the book cover with the title “Getting Naked” emblazoned across it as I was reading this book in the park – I’m sure parents would have been getting their children away from me if they saw the title.   Patrick Lencioni has crafted a great story in Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty.  This book is written in the same style as his other bestsellers with a business story illustrating the principles throughout the story. 

This book has a good description of vulnerability and presents concrete steps for expressing vulnerability in an organization.  He emphasizes the importance of vulnerability as he writes,

Without the willingness to be vulnerable, we will not build deep and lasting relationships in life.  That’s because there is no better way to earn a person’s trust than by putting ourselves in a position of unprotected weakness and demonstrating that we believe they will support us.  (p. vii)

I’ve read several of Lencioni’s books and this has one of my favorite story-lines with some great surprises.  These principles come from Lencioni’s experience as a management consultant.  The three fears he describes are:

1) Fear of Losing the Business – People want to know that you care more about providing them the right service rather than protecting your bottom line.

2) Fear of Being Embarrassed – Are you willing to ask questions or make suggestions even if those questions and suggestions make you appear that you don’t have all the answers? 

3) Fear of Being Inferior – This is similar to the previous fear and it is the fear losing one’s social standing with the client.

This is a refreshing approach with principles emphasizing honesty and humility in business relations with others.  What is your favorite book by Patrick Lencioni?