Week 4: Tell the Kind Truth
Week 4
Tell the Kind Truth
Fear of Losing the Business
In Week 4 of our exploration of Patrick Lencioni’s *Getting Naked*, we focus on the importance to “Tell the Kind Truth.” This strategy encourages us to offer unvarnished feedback to the leaders with whom we work. Some might think that we do this already. But the frequency, level, and immediacy of this feedback can catch others off guard if they are not used to Getting Naked. In the end everything is for the client. But, as naked consultants we do indeed risk the relationship for the benefit of the client. What they need is often not what they want to hear.
Strategy Intro Video
Read the quote and respond:
““Naked service providers will confront a client with a difficult message, even when the client might not like hearing it…. But they do this in a way that recognizes the dignity and the humanity of the client… Still, they don’t sugarcoat their advice or present it in an obsequious way.”
Getting Naked, pg 20
Questions:
- What’s the most recent example you can think of that fit the description of the “kind truth” that you gave to client?
- What’s the biggest risk you have taken to provide a truth to a leader? What was at stake? What did you lose or gain?
- What tips or tricks would you offer to others to find the balance between kind and truth? Between empathy and directness?
- Reflect on the past when you have pulled your punches or sugar-coated feedback? What fears or reservations held you back from naked consulting?
Call Pre-work
Additional Quotes from Getting Naked
“It’s worth reminding that our clients can smell fear and are repelled by it. They are attracted to a service provider who will be honest and direct with them, even if it might jeopardize the relationship.”
Getting Naked, pg 198
“‘Are you always so direct with your clients?’ (Trust me. It came out sounding nice) ‘Are you kidding? That was nothing. You should have been there when I told Mike I thought he needed to replace his last head of marketing. That’s a little more typical, though. I’m talking about the way,’
Dick interrupted. ‘The head of marketing was his son.’ I laughed out loud.”
Getting Naked, pg 77
“‘Well, it wasn’t easy, if that’s what you mean. But Michael Casey always said that if we weren’t willing to tell a client the kind truth, why should they pay us?’”“
Getting Naked, pg 78
“Did you pay attention to anything that CEO just said? Or are you simply too proud, too afraid to admit that there might be a better way to do this?”
Getting Naked, pg 140-141
“And last week, I had to tell a guy that I thought he talked too much during meetings. But remember the kind part. We give them that sort of feedback with a level of empathy and concern that you would normally reserve for a friend… But I have to tell you, the frequency with which these people do this is beyond anything I’ve ever seen in this business. And the response they get from those clients is ridiculous.”
Getting Naked, pg 158-159
“It’s worth reminding that our clients can smell fear and are repelled by it. They are attracted to a service provider who will be honest and direct with them, even if it might jeopardize the relationship.”
Getting Naked, pg 198
“‘Are you always so direct with your clients?’ (Trust me. It came out sounding nice) ‘Are you kidding? That was nothing. You should have been there when I told Mike I thought he needed to replace his last head of marketing. That’s a little more typical, though. I’m talking about the way,’
Dick interrupted. ‘The head of marketing was his son.’ I laughed out loud.”
Getting Naked, pg 77
Tell the Kind Truth
Tell the Kind Truth Call Notes
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