Reading is an important part of Centric’s culture – we’ve found that learning from the experiences of others is one of the best ways to be inspired. Good books and insightful lessons are shared frequently within the Centric walls – whether that be through team emails, via Twitter or in personal conversations. So, we thought we’d take a moment and bottle up some of the great reads that have impacted our own lives and thought processes. Below are 13 books recommended from Centric’s leaders. Take a look and enjoy! And let us know if you have comments on these books or others to recommend. We’d love to hear from you.
Book #5: Read “Getting Naked” and shed the fears associated with client service
By: Matt Dierker, Vice President, Centric Cleveland
Patrick Lencioni’s “Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty” is a compelling book that tells the story of Jack Bauer, a management consultant charged with integrating two firms with fundamentally different cultures. Jack discusses how impressions are formed about competitors, including how they operate and what they value, and how these impressions can be proven wrong when you are forced to merge two firms and make them work together. More importantly, Jack is forced to reconsider the fundamental tenants about how his firm operates and what is important to client service. He learns through the integration effort that many of his assumptions are false.
For those that have spent any significant time in the consulting industry, particularly those that may have come up through the ranks of the “Big 4,” this story will hit home. Patrick does an amazing job of highlighting the practices that many of us apply to effectively manage the consulting business and our client relationships, and how they actually prevent us from developing deep, meaningful relationships with our clients. The lessons he learns from Michael Casey, the managing partner of the acquired firm, fundamentally change who he is as a person and how the new firm approaches their relationships with their clients.
This is an easy read that tackles some big issues in management consulting. It solidified some concepts I already valued, and made me reconsider others. Mr. Lencioni shows you how to shed the fears that have driven your approach to client service and how taking a more transparent, naked approach to your clients will improve your business and your life.
Patrick does an amazing job of highlighting the practices that many of us apply to effectively manage the consulting business and our client relationships, and how they actually prevent us from developing deep, meaningful relationships with our clients.