If you have anything to do with clients, this book is a must read
I love Patrick Lencioni. His books "The Four Obsessions of an Extraordinary Executive" and "The 5 Dysfunctions of a Team" are fundamental books on business. This book narrows the focus to consulting. In fact, it peers into the evolution of his own company "The Table Group".
There are some massive challenges put out to the reader to question the way we do consulting and dealing with clients. It addresses the three biggest fears each of us deal with while out there in the field and give some hard hitting practicals on how to change the face of consulting. I would dare say, return consulting to what it was supposed to be in the beginning - serving the client's needs.
The story is of the main character Jack who works for a typical large consulting firm looking to buy a boutique consulting firm named Lighthouse Partners. Jack is tasked with integrating them into the large firm. Upon standard due diligence, Lighthouse is not as refined and they seem like a joke because of their lack of polish. Yet they out perform the large firm in a couple key areas: a smaller and more impressive client list and higher profitability.
The fable follows Jack as he tries to wrap his mind around this little Practice's way of doing things and comes to understand why and how they are so good.
We learn the Getting Naked Model through Jack explaining it to the leadership team in the big firm.
This book is so important in the space of dealing with clients, it is mandatory reading for all our Business Ninjas. This is how we do business.
Patrick often writes in fables and he is an excellent story teller. I love that this one references characters from both of those previously mentioned books. It seems to fill in the universe he's writing in.
It's a very fast book to read and many could finish it in one sitting. Also, it's one heck of a page turner and you will want to keep reading it until it's finished just by the way Patrick writes it.
A very enjoyable and important book.