Book Review: Getting Naked

Author: Patrick Lencioni
Reviewed By: Rev. Patrick L. Clements
President, Church Extension Plan

 Fear is a common enemy of many relationships. But in business relationships with clients, fear can truly sabotage effectiveness. In Getting Naked, Patrick Lencioni uses a fable to clearly describe how three particular fears can hinder relationships.

In Lencioni’s fictional story, Jack Bauer works for a company called Kendrick and Black as a senior consultant. He heads up sales for the strategy practice of the firm and competes with another company, Lighthouse Partners, for clients. Lighthouse is run by Michael Casey who Jack grows to resent because he often loses new business to the man. That all changes with a new acquisition.

Jim Kendrick, Jack Bauer’s boss, informs him that they have purchased Lighthouse Partners and that Jack will run the company for five to six months. Jack is completely stunned and overwhelmed. He knows that his future will depend on whether this is a successful acquisition or not. His first impression of the company is that they are not willing to work as hard as the employees of Kendrick and Black. They don’t stay late in the evening or work weekends. Also, they dress casually and aren’t as professional. So why does he lose so much business to them? What makes them so different? The answer rests in one word: vulnerability.

After several months of working with the people of Lighthouse, Jack discovers their secret. They set aside three fears that can hinder relationships.

The first is the fear of losing business. This fear keeps organizations from addressing difficult issues. When we’re afraid of losing clients, we don’t tell what Lencioni calls “the kind truth”.  This means that we need to tell others what we see the problem is so that they can take steps to fix it. It’ s important to do what is best for other people even if it is challenging, but always with kindness and in their best interest.

The second is the fear of being embarrassed. Sometimes we hesitate to offer solutions because we are afraid that they will appear ridiculous. We must not hold back our ideas. Some will work, others will be thrown away, but all of them will be seen as attempts to find a solution. It will be evident that we are working as part of the team to accomplish the goal.

The last is the fear of feeling inferior. It’s important to do what’s necessary to help the client improve. This involves putting the needs of others ahead of our own. When we are more concerned about appearing important, we’ll be unwilling to do what’s best. Our pride needs to be set aside for the best of those we are serving. Lencioni has four principles for this fear: take a bullet for the client, make everything about the client, honor the client’s work, do the dirty work. It’s not about us; it’s about them.

When we have the other person’s best interest at heart, they will trust us and want to work with us. This mindset will develop meaningful relationships that allow us to help those we are working with. These truths hold true whether they are applied to our personal or professional lives. Lencioni’s book is an engaging read that truly illustrates what it means to be vulnerable.