This week I finished several books and one of those was the last Patrick Lencioni book that I haven’t read earlier – Getting Naked: A Business Fable about Shedding the Three Fears That Sabotage Client Loyalty. This is another good book by him where focuses on the soft skills of leadership in the context of client services.
In this book Patrick exposes 3 of our fears that stops us from embracing vulnerability to our business clients, all in his typical business fable style. Those are –
- Fear of losing the business – drives a service provider to protect their client base, business opportunities and revenue by censoring feedback and avoiding difficult issues.
- Fear of being embarrassed – impedes a service provider’s ability to provide open, honest insights because they hold back their ideas, hide their mistakes and edit themselves to save face.
- Fear of feeling inferior – challenges a service provider’s assumption that they must preserve their social standing with the client at all costs.
The below diagram describes the fears and how we can get rid of these fears through some good practices.