The Three Fears: Post #1

Getting Naked: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty (Jossey-Bass, 2010) by Patrick Lencioni Reviewed by Steve Gladis, Ph.D.

In summary, the story is about two consulting firms—specifically a large, competitive bill-by-the minute firm that buys a smaller boutique firm founded on the owner’s principles including honesty, transparency and getting “naked” by dropping all pretenses when partnering with the client. The main character, Jack Bauer (not the guy on “24,”another cheesy device that the book didn’t need) is a consultant in the larger, stuffier buying firm who is sent to the smaller, more vulnerable firm. Thrust into this experience, Jack learns much more than he teaches about how the former managing partner of the smaller firm taught his team how to become transparent (naked), open, vulnerable and of higher value to their clients than Jack’s own firm. In the process, he learns some painful, but useful lessons about the three fears that sabotage client loyalty and relationships.