Knocking Down Silos - The Blog

President Barack Obama - RHB of the week

2009-01-20T08:50:00.002-05:00

In the fall of 2007, my wife and I were in Boston on business. While strolling near Boston Common, two university students approached us and asked if we were American citizens. We replied we were visiting from Canada. They smiled and moved on. I looked around and saw them passing out flyers extolling the virtues of a guy named Barack Obama.

I started tracking the US political race a lot more closely and found that many of Obama's viewpoints closely resembled my own. That we need to look beyond our own special interests and reach out and connect with people who do not look or act like us. That there is both business and personal success in morality and that many things are possible if we choose not to live in silos.

The tipping point came when I heard him speak in Berlin.

The walls between the countries with the most and those with the least cannot stand. The walls between races and tribes, natives and immigrants, Christians and Muslims and Jews cannot stand.

President Obama is inspiring millions of Americans today. He represents an achievement that many thought they would never witness. But there is a danger in placing too much hope on the shoulders of one individual.

I've heard him state that his biggest challenge is getting the citizens of his country to take responsibility for their own lives and not wait around for the United States government to solve their problems. A great lesson for all citizens of the world. Get out of first gear and start doing things without immediate expectation of reward (third gear).

Barack Obama - Real Human Being of the week!

Let's be that one card

2009-01-16T08:47:00.011-05:00

You probably know a girl or a guy like Stephanie. You might call her amazing or you might say he's a good guy.

He might be the guy working at the local coffee shop or perhaps he's the mechanic servicing your car. She could be your accountant or the lady who runs the local daycare.

They make you smile and they make you think; they transcend their occupation.

Stephanie was my favourite teller at the local bank in Oakville. Whenever I dealt with her I felt like a real human being rather than just another customer.

When in line, I would wave other folks to go ahead of me until her wicket opened up. It is amazing how much conversation you can squeeze in between 3 cheque deposits but Stephanie humanized the process of banking.

Last year, Stephanie headed off to Italy to work at a law firm in Milan. Just before Christmas, I received an email from her.

YA know champ! I put a light bulb in my bosses head and made the man proud.. I was in charge of the office Christmas cards and they are only sent to business contacts etc... The bank that we deal with in Milan is "poor" and kill us with their mistakes (and with my TDCANADA TRUST training/standards- they would be closed!)

So I suggested to my boss that we send a X-mas card... He said "What, they are horrible Steph, they give poor service etc..." I agreed however I explained how at my bank we would get showered with gifts/cards/baked goods etc, because we took care and people noticed.. So I said I know that they will not get one card, at best BUT lets be that one card..

After pleading with him, he said yes and I made the label and sent the card... Today when I came back to work, my friend had said that someone from the bank had called our office and she was so happy and said thank you for the card!

My boss came in and added "That girl Stephanie is such a good girl"....

He is an awesome boss and I couldn't ask for anyone better but we all can improve in little ways..

Dave, you are a wonderful human being and I'm going to drill with all my might to get you and your talk to Italia!

Take care champ!

The best kind of humour is self-deprecating

2009-01-09T12:01:00.005-05:00

The 3rd rule of the Real Human Being is "get over yourself."

Want to make fun of someone?

Make fun of yourself.

I am a speaker at a carbo-dinner for the Burlington, Ontario HSBC Chilly Half Marathon this Spring. I thought you all would get a kick out of my photo and introduction for the promo.

------------------------------------------

Dave Howlett is an award-winning marathon runner who will show you how unflinching courage, brutal training and steely-eyed focus will allow you to meet your personal goals. He has a PB of 2:14:07* and won the 1996 Boston marathon**

Dave Howlett is an professional speaker (www.davehowlett.com) whose humorous and educational talks have entertained hundreds of audiences worldwide. Since he rolled off the couch 15 years ago (don’t be impressed…the guy married a personal trainer), Dave has slurped and burped through 14 marathons and will be completing his 5th Ironman in Austria this summer. He has also taught “Howlett’s Heavy Breathers” marathon classes.
In his spare time, Dave designs beautiful custom jewelry for discerning runners by stringing together lost toenails.

If you are nervous before the big day…Dave’s philosophy of living through laughter will keep you entertained until the finishing line!

* in the 10km
** taxi-assisted

A Gift of the Season

2008-12-22T13:45:00.006-05:00

Last week I was single-handledly trying to prevent a global recession by injecting some hard-earned capital into local merchants' pockets.

Bouncing off various shoppers, strollers and seniors in a local mall, I sought the perfect holiday gift.

An amazing array of colourful shawls, scarves and hats caught my eye. As I was fondling the merchandise (are we still allowed to say that?) the vendor let me know she had more varieties on the other side of her booth (Tierra Sol Crafts).

"These are beautiful, are they are from South America?" I enquired.

"Yes, most are from Bolivia and Peru."

"Is that home originally?" ( I'm a curious guy!)

"No, I'm from Equador."

"Equador! I've always wanted to go there! It's supposed to be a beautiful country.

"Yes" she replied "It has so many different ecosystems, from the mountains to the jungles to the Galapagos Islands."

"I used to teach scuba diving, I've always wanted to go there! So how did you end up in Canada? Oh, I'm sorry, my name is Dave."

She smiled, "I'm Patricia. My husband and I emigrated here a number of years ago, first to Toronto and then to Vancouver. I must admit, I didn't like Toronto when we moved here, too cold and the impersonal...Vancouver was much nicer."

"But you're back here now?" I countered

"Yes, and I must admit, I really like Toronto now. I suppose it is because I have friends who come from so many places that it's really hard to be racist when you live in a city like this. Back in Equador, there was a lot of racism. But it is hard to be racist when you know so many people who are white, black, brown and all different shades. So...I guess you could say I don't see colours any more."

What a beautiful irony. Surrounded by a shades and hues...Patricia finds happiness by not seeing colours.

A watch success Story

2008-12-16T10:37:00.008-05:00

Hey Dave,

Thanks for showing me the blog about Diana. Some times I wish I had an agent helping me [as well as a scuba instructor in Tobermory, Mike has an art gallery] , but for now it is my good looks and charm that gets me around. If that counts for anyhthing.

I wanted to tell you that I got the new truck and was in Barrie about ten days ago. Friday morning I donated my hair to Kids with cancer. The woman who owns the Hair Prosthetics shop is also collector of my artwork and my good friend's mother.

She was having an open house at her house that evening. I put on my best sweater and want to the occassion to show off my new hairdo. Her son, Jerritt wanted me to meet this one gentleman who was a very wealthy contractor and had high end clients. But just as Jerritt was going to leave we were unable to make the introduction.

BTW I was a litte uneasy about being sold on the spot as an artist ...which may have been just talking about me and what I do.

However as Jerritt was leaving he ended up shaking hands with the contractor. I noticed he was wearing a Rolex and complimented him on it as I have the same one, (mine is a very good fake!).

We talked about watches, which led to the subject of scuba diving. Apparently he had taken a 65 foot yacht to Tobermory, stayed for a week and was unhappy with the service of some local boat captains. I let him know how our boat captains were helpful and gave interesting descriptions of local dive sites and aquatic life. Then his wife appeared and mentioned how bored she was in Barrie; that there was nothing to see, I mentioned my Art Gallery and she was overwhelmed that she had neve heard of it and would love to go there next year.

Then we talked about their art collection as well as Italy (she is Italian and I have spent time there painting.)

Suffice to say I had an enjoyable evening and made a good aquaintence without trying to sell myself directly, and it could even payoff next year. Have a great day and stay super, Dave.

Cheers. Mike

Agent? What agent?

2008-12-15T08:54:00.006-05:00

I admire people who take control of their own life.

Two business associates and I were intent on enjoying a cool beer and a light lunch at a Toronto pub. The waitress swung by our table with a smile on her face and asked how we were doing.

I admire serving staff; their incentive system means that their compensation is a directly result of their behaviour. If you’re surly, tardy or unknowledgeable (what stops us from being good guys or amazing women) …you make less money.

I try to practice what I preach (watch your weekend challenges) and I looked for something to make a connection (compliment their taste and not their genetics). Diana was wearing a beautiful Celtic cross as a pendent.

First gear – I would be self-involved and wouldn’t say anything
Second gear – I would pay her a compliment and want something in return
Third gear – I would pay her a compliment. If I got the wave (better service) I would be appreciative but that’s not why I complimented her.

The conversation quickly turned to what she did when she was not serving drinks. (watch your weekend challenges) Diana informed us she was a singer and songwriter and had just returned from a multi-city tour in Alaska. By the way, this was all happening while she was serving a number of tables!

“Do you use an agent?” I enquired.

“Why?” she responded, “I book all my own business.”

Impressive! Too many people (especially artists) put their destiny and business development in the hands of others.

As the meal progressed, Diana and I had made an arrangement to swap her CD (All I Want) for my new DVD (Knocking down Silos).

I listened to her CD on the way home. Diana has a beautiful voice, an energetic personality and a “can-do” attitude. I asked her about her biggest challenge (watch your weekend challenges) If you need a singer at your next corporate function or want to order a CD for a holiday gift, check out her website.

People tell us we need to “network” for opportunities and friends. In reality, we are surrounded by amazing people. You just need to look up and they are all around you. Like Diana.

3rd gear gets a RHB his dream job

2008-12-04T14:47:00.006-05:00

Michael Yang is one of those people who makes you look good and so is the type of guy you like to help.

Mike and Chelsea Smyth helped organize a Knocking down Silos event at the University of Toronto/Mississauga in the Fall of 2006 (both were completing their Masters of Biotechnology degree.)About 250 people from the business and academic community showed up and we raised a significant amount of money for a local charity.

Mike found work at GlaxoSmithKline shortly thereafter. Then he and did something smart.

He kept in touch.

I'd get an email from him every once in awhile saying hello, or connecting me with an opportunity, or he'd leave note on my Facebook wall.

A few weeks ago, I got a call from Mike asking for advice about an upcoming sales position at GSK. Mike has no sales background and wanted to ask me a few questions while preparing for the interview.

I'll let his email finish the story:

Dear Dave,

I hope you are doing well.

Three weeks ago I was suprised to find out that I landed an interview for a pharmaceutical sales position. As you know, I am currently a Master of Biotechnology student with zero sales experience and have only been in the pharmaceutical industry for less than 1 year. From the outset, I thought I wouldn't stand a chance in getting this job, even my current manager did not believe I will land the job.

After talking to you three weeks ago, you taught me that "you can explain and predict human behaviour if you understand their incentive system" and how important it is for a pharma sales rep to be in the "3rd gear" mode.Taking your valuable advice, I went out and spoke to many doctors in order to understand what their incentive scheme is in Canada.

I learned that most doctors are paid by the number of patients they see per day. Have you ever wondered why your family doctor is always trying to get you out of their office as fast as possible? Well, thats because the less time they spend on you, the more patients they can see and therefore make more money. This means, docotors will spend very little time talking to pharmaceutical sales reps! Because they don't make money talking to sales reps.

By understanding their incentive scheme I was empowered to come up with strategies to overcome this obstacle and I was able to leverage this information during my interview. Even though I had zero experience in sales, I still ended up landing this dream job!

My current manager was shocked that I got the job because she didn't think that a person still in school, just completing his Masters, with less than 1 year of experience in the pharmaceutical industry, and have absolutely zero sales experience can land a pharma sales job especially in GSK. She was telling me that these jobs are usually filled with people who at least some business-to-business selling experience, and a couple of years in the pharma/medical device industry, all of which I lacked.

Thank you very much for all your advice Dave, you've helped me to see how this world works from a different perspective and helped me move up one step in my career!

Cheers,

Michael Yang

Congratulations Mike, I'll take 20% of the credit and your enthusiasm, personality and hard-work gets you 80%!

Two good guys: two great insights

2008-11-26T08:01:00.014-05:00

Let me tell you about two "good guys."

I've known Ed Catinus for 15 years, even since he took a scuba instructor course from me back in Ottawa.

Eddy just sent me an email letting me know he's been promoted to Coordinator, Training Work Management for OC Transpo (City of Ottawa public transportation). Couldn't happen to a more deserving guy.

I was chatting with Ed this past Spring and he commented that in any company there always seemed to be three types of employees.

15% of the workforce: The keeners, the go-getters, the ones with ideas and ones who step outside their job description.

75%: The good employees who put in an honest day's work for an honest day's pay. Their passion is generally not the company but something else (their family, sports etc) but they contribute and can be counted on.

10%: The complainers, the foot-draggers, the employees who are the first to object to an idea and don't make one step out of their job description.

Now Ed has never heard the Knocking down Silos talk but I find it interesting he is describing 3rd, 2nd and 1st gear! By the way, great managers can inspire employees to move out of first gear; I have no doubt Eddy is that person.

The second "good guy" is Mike Rusiniak. Mike attended one of my talks a number of years back and has since endorsed me to several of his friends and family (a great compliment). Mike also keeps in touch and sent me a great photo the other day that I may use in a future talk.

If you have attended Knocking down Silos, you'll know I often use a slide that demonstrates first gear "that's not my job" employee behaviour. (In fact, presidents and CEOs often ask for a copy for their future presentations.)

Mike shot me another photo with the following comment:

I know you're always tweaking your PowerPoint, if for no other reason than to keep yourself interested. I'm attaching a picture which you could use as an alternate to the "It's Not My Job" slide (the one where the road line painters painted over the dead possum or whatever it is). The attached pic is basically the exact same message, but in my opinion it also emphasizes how some people will actually work harder than average to stay in "1st gear". Don't feel obligated to use it; I just thought I'd share it.

Thanks Mike - I definitely will use it!

An 8 year old RHB

2008-11-17T11:05:00.008-05:00

Three weeks ago, I had to opportunity to present Knocking down Silos at the University of Guelph. The 500 people in attendence from the business and academic community had the opportunity to hear me reflect on my theory how we drive is often how we live our lives.

We have the decision to live in first, second or third gear.

More and and more people have been writing to tell me that RHB Third Gear Philosophy is not only allowing them to become more successful in their career and more fulfilled in their lives but that it is changing their driving habits as well.

Olivia was the youngest person in attendence at Guelph. Her mom wrote me the next week to pass along Olivia's story.

The morning after the talk, Olivia and her mom were leaving a doctor's appointment and were trying to merge into a long lineup of cars. Apparently no one was allowing them in.

Olivia commented:

"Mom, those men are all in first gear, they should go to Dave's lecture and get into third gear."

Her mom also related that Olivia spent the next 3 days commenting on what third gear meant to her and how amazing it was that an 8 year old not only grasped this concept but spent the next few days applying it to her life.
What I haven't told you is that Olivia lost her father in a tragic accident 3 years ago and that she has struggled with separation anxiety since then.

With maturity comes wisdom. But cynicism can also rust up our souls.

Sometimes we can all learn from someone like Olivia.

Get the rust off.

Knocking down Silos Challenge exchange!

2008-11-07T14:54:00.009-05:00

The RHB Rules for the Challenge Exchange!

1. Post your biggest challenge with your name and email address:

bad posting: "My life is terrible!"
better posting: "I am looking for a job in hospitality"
best posting: "Does anyone have a connection with Starwood hotels or Four Seasons?"

bad: "I sell a line of products that [sentence goes on for 45 words]
better: "I sell something for people who have a lot of pain"
best: "Does anyone know a pharmacist who I can talk to and ask questions? I am trying to sell something but want a pharmacists viewpoint first)

2. Other RHBs can't get you a job or sell your product but we may be able to get you a conversation. Your job is to make us look good (eg send a thank you card to everyone who helps you and let us know how it goes)

3. Assume everyone is intelligent. Have a passion for what you do. Get over yourself. (if someone doesn't respond to your posting -IT'S NOT ABOUT YOU!)

4. Offer to help more than you ask for help; that's the code of a good guy or amazing woman.

The PDA Prayer

2008-08-21T11:14:00.007-04:00

Sometimes you don't know the impact your habits have on others.

Last week I was in Calgary visiting family. My brother works for a large energy firm that has operations across Canada. We were off for a run together along the beautiful Bow River when he related a telling story.

Senior management at his company was rolling out a new strategic initiative and sent a corporate team to present and acquire feedback from each plant. Mike told me to picture the scene at the first operation: 350 employees seated in rows about to hear management's vision and view the PowerPoint. Standing at the back of the hall, he noticed head office's corporate team were spread across the front row and (in his words) it looked like the front row of pews in a church.

"What do you mean?" I inquired

"It was the PDA prayer" he responded.

Apparently every maneger was hunched over their PDA - rolled shoulders, bowed head, hands in lap. From behind, it looked like they were all hunched in prayer during the talk. I had a good laugh until my brother commented on the unintended result.

"Dave, you should have heard the reaction of the employees to me afterwards. All they could see were a bunch of managers not paying attention to the new strategic rollout. They let me know if management didn't think it was important enough to listen to - why should they?"

Now you and I know that management had heard this talk before and were likely "multi-tasking."

But think of the lack of employee buy-in due to the impression they were leaving.

So....watch where you do the PDA prayer.

Networking for a job - keep your promises!

2008-07-17T09:29:00.004-04:00

When you network for a job or to sell your product, realize that your reputation begins the moment you send your first email or make your first phone call. At each point along the way, people you have never met will think "will introducing this person to my contacts make me look good or bad?"

We sometimes forget that just keeping our promises will determine the difference between "she's amazing" and "she seems a little flakey."

Here's an email/phone stream that started 2 weeks ago:

---------------------

Hi TB, I believe UM mentioned to you that I would be forwarded over my resume. As he mentioned, I am looking into the field of pharmaceutical sales and bring with me over the past 8 years an employment history of sales and client relations along with research skills and developing new business. Attached is my resume and thank you in advance for taking the time to review. I look forward to any feedback/referrals you might have. Best, DP

-----------------------

Hi DP

Thanks for your email. I spoke with my contact, Dave Howlett, in the industry. He is a great match maker and has a lot of contacts within the Pharmaceutical industry.

He asked that you first read http://davehowlett.blogspot.com/2007/01/networking-vs-strategic-networking.html and will chat subsequently.

Feel free to phone me if you'd like to chat.

Kind Regards, TB

----------------------------------

Hi TB

Thanks for getting back to me and having a conversation with you. I will have a look at the link you gave and will get back to you after I've read it. My friend had a problem opening my resume in the format it was saved in so I have reattached for you in case you have problems as well. Thanks and I will get back to you shortly.

Best, DP

-----------

Dear Dave,

Here's DP's info. I finally spoke with her and she indicated that she read your site.
I'm not sure if/how you want to arrange a chat between the two of you

Call me if you'd like to chat. I'm in office for the remainder of the day.

Hope you are well.

Kind Regards,

--------------------------

Dear TB, It was great chatting with you. Ask her to call me today (Friday) as I have some free time.

Dave

---------------------

Dear Dave,

She said she doesn't want to bother you. She'll call you Monday

---------------------

Dear TB,

Huh?

Dave

-------------------------

Dear Dave,

If you don't hear from her on Monday, don't worry about it.

--------------------

(Wednesday, the following week)

Dear TB,

...thanks for your insights about my new website.

BTW - I never heard from DP.

Hmmm…she had a warm lead that someone set up for her on a specific day and she failed to follow up as promised…Not a good sign if she wants to be in sales….

BTW – that’s my first filter – I tell people to call me if they need help – and 50% don’t.

Sometimes it's not specifically about the money

2008-07-02T16:27:00.010-04:00

I just returned from a memorable trip to Whistler and discovered a nice note in my mailbox. It was penned by an attendee at the Emerging Leaders conference in London.

Too often, people assume employees are motivated simply for a salary or other monetary compensation.

In actuality, when I have asked hundreds of people "what do you like about your job?" they often tell me that they enjoy helping people and making a difference.

Remember third gear? The salary is like the thank-you wave we get in traffic when we let someone in front of us. If we are truly in third gear, the (wave/salary) is appreciated, but it's not primarily why we do what we do.

Thanks so much for taking the time to write this note - you made my week!

Turning failure into a lasting memory.

2008-04-16T09:01:00.010-04:00

From 1988 to 2001 I was a Course Director for the Professional Association of Scuba Instructors. In other words, I taught folks to how teach diving through the largest scuba training agency in the world.
These programs were run in Ottawa, Toronto (eg Scuba2000) and the Caribbean (eg Kenneth's Dive Centre).

The process to become an assistant instructor or instructor is a very exacting one; candidates learn teaching methodology in the class, pool and open water. After each presentation, they are marked using an international marking criteria that ranks them from a 5 (perfection) to a 1 (a failure).

I believe that the "strength is in the struggle" and that a failure isn't necessarily a bad thing, as long as we learn from it.

But back in 1988, I saw the devastated looks on the faces of my candidates when they prepared so diligently for a class or pool presentation and received an "ace" (1) for a goof-up (usually involving a missed objective or a potentially hazardous situation). In an attempt to make light of the situation, I kidded that they had gone to "Aceland", this evolved into a musical takeoff of Paul Simon's song "Graceland" - and further evolved into graduates of the program all receiving "Aceland T-shirts." Each year, I would hand these out, sometimes changing colour and Elvis in scuba-gear graphic. [Please see photo attached and note the red t-shirts] Today, there are hundreds of people around the world who proudly hang on to their Aceland t-shirts.

The shirts denote achievement as well as comradery under adversity. (Interestingly enough, these are the same reasons that veterans value the friendships they made under fire while still bemoaning the waste of war.)

Yesterday, Greg Vaysman, a good guy and former instructor graduate asked if he could revive the Aceland tradition (I haven't taught scuba instructors for 5 years). I was honoured that he would ask and proud that the Aceland concept would live on.

Moral of the story? 10% of life is what happens to you. 90% is how you react to it. If you're a leader in your field, keep your standards high, keep their standards high, but think of ways to make the learning experience a positive one...and it may turn into a tradition of triumph.

Taking it Coast to Coast - News Article on Knocking down Silos

2008-04-04T11:47:00.002-04:00

Friday April 2 - Cord Weekly

"But this one was a no-brainer."

2008-03-19T09:33:00.007-04:00

For the last three years I have lectured on the powerful attribute of making appreciation part of your weekly schedule.

If we truly want to "get over our self", we need to recognize that we are surrounded by others who have played a role in our upbringing, our learning and our success.

Two weeks ago I was lecturing in Western Canada. Right after one of my talks, I was approached by a guy about my age who said he wanted to apologize to me ahead of time for not sending a thank you card. "That's not really my thing" he explained.

"That's OK", I let him know, "Remember, a card is like a wave, and trying to be in third gear mean that I appreciate the wave but I don't tie my actions to it."

I wish I could have sent him this article that appeared in today's Globe and Mail. It's the touching story of Bob Gainey's loss and why John McDermott knew he had to sing at the Gainey Foundation benefit night.

If saying thanks on a regular basis isn't your thing, you might want to check this out. Read on all you 49 year old guys....

ROY MacGREGOR
From Wednesday's Globe and Mail
E-mail Roy MacGregor
Read Bio
Latest Columns
March 19, 2008 at 4:16 AM EDT

PETERBOROUGH, ONT. — 'It was like a communal wake."

Bob Gainey was not speaking this night as a member of the Hockey Hall of Fame nor as general manager of the Montreal Canadiens - but as the husband who had lost a wife to cancer at 39, the father who had lost a daughter to the sea at 25.
It was indeed like a wake: St. Patrick's Day in the community theatre, beer cooling in the basement, a spunky daughter dancing a jig on the stage and John McDermott closing out the evening with a rendition of Danny Boy so stirring even the most hardened in attendance were glad the lights took a few extra moments to come up.
It had been billed as A Night with Gainey Family and Friends - but no one had a clue who the "friends" might be when the $100 tickets went on sale back in November and still sold out immediately.

Organizer Ed Arnold of the Peterborough Examiner had hoped to raise as much as $60,000 for the Gainey Foundation, which had been established last year to honour Cathy Gainey, who died of a brain tumour in June, 1995, and her daughter, Laura, who was swept from the deck of the Picton Castle in December, 2006.

And when it was over, when the tears had been wiped away and the beers in the basement were popping open, there was twice that amount: $120,000 raised this evening to put toward that $2-million level the family hopes to reach before Anna, the eldest of Bob and Cathy Gainey's four children, begins handing cheques over to young Canadians involved in the arts or the environment. Applications are now being accepted at http://www.gaineyfoundation.com/.
The idea grew out of the tragedy that took the life of Laura just when it seemed she was finally finding herself after years of dealing with her mother's early death. The Picton Castle - sailing out of Lunenburg, N.S. - hit a storm off Cape Cod and Laura, heading out on deck without a flotation device or safety harness, had been swept overboard and lost.
It was a tragedy that forced one of the sports world's most private personalities to open himself up.

"There's a piece of me," Bob Gainey told The Globe and Mail last spring, "that would like to turn out the lights and deal with it on my own."
But it was not just himself. There were the other children: Anna, just recently married, Stephen and Colleen, the dancing leprechaun this night, who was youngest and who had battled her own demons since that day when, as a five-year-old, she had to tell her father over the telephone that "Mommy's on the floor of the bathroom - and she's not moving!"

And there was also the matter of the accident at sea, an initial investigation that was mysteriously shelved and a subsequent report that, in the end, Bob Gainey had to call a "whitewash." A third investigation, by the Transportation Safety Board, is now under way.
"One of the questions that comes up," says Gainey, "is 'Why?' Why do I give a damn if someone else is going back on that ship? Why are we doing this? Well, I think it's what Laura would do if it had happened to someone else on the boat. She would stand up and she would say all the things that were not done right.

"I have yet to run into a single sailor who has not said if there was a storm at sea you would be sure to have a clasp or a flotation device to be out on deck."
He felt he had no alternative but to speak out.

"I kind of had to break through and explore that part of my personality and life more," he says. "That was part of the package. I knew that. I had to accept it. It was what had to be done to allow us to leave behind the grieving and mourning for Laura."
But if the investigation would look back, the Foundation would look ahead. "You decided to grieve with us and move on with us," Gainey told the 650 who packed the Showplace Performance Centre to see McDermott and a surprise appearance by the famous tenor's long-time friend, Murray McLauchlan. But they also saw an impressive display of local talent including the local symphony orchestra and singers and musicians covering everything from country to the blues to hard rock - including an ensemble rendition of Laura's favourite Neil Young song, Rockin' in the Free World.

Former NHLer and current hockey analyst Greg Millen came to host the show and another former NHL goalie, Glenn Healy, brought his pipe band up from Toronto to fill the stage and bring down the house with Amazing Grace.
Yes, from Amazing Grace to Danny Boy - but worth remembering that clichés only become overused because they work.

Besides, what else would fit better on St. Patrick's Day and a wake involving two big Irish-Canadian Catholic families - Bob, one of five children, Cathy, the 15th of 19 - with both elderly matriarchs in attendance?

John McDermott came for the simplest of reasons. In all the years that he had performed the national anthem, first at Maple Leaf Gardens and then the Air Canada Centre, there had only been one visiting coach and later general manager who never failed to search him out and thank him.

Bob Gainey.

"It's St. Patrick's Day, for God's sake," McDermott said when the beer was being set out.

"I had offers all over the place.

"But this one was a no-brainer."

OUR

"Let us dare to read, think, speak and write."

2008-03-11T11:54:00.004-04:00

(thanks Umair Memon RHB for sending through this article)

HBO is joining forces for the first time with the Postal Service, for a multimillion-dollar, multimedia campaign that is all about the write stuff. The campaign, now under way, is promoting "John Adams," a seven-part mini-series that is scheduled to begin on the cable network on March 16. The television, print, online, retail and promotional campaign is intended to invoke the pleasures of sitting right down and writing yourself - or anyone - a letter.

The campaign will even help you do that, by offering free cards, with postage paid, that you can send to whomever you choose. The campaign, by the Civic Entertainment Group in New York, seeks to demonstrate what it calls the "Power of the letter," which is also the U.R.L. for a special Postal Service Web site that is a central element of the campaign (poweroftheletter.com). The Web site is the work of AKQA, which was recently named digital agency of the year by the trade publication Adweek. A section of a Web site from HBO that is devoted to the miniseries (johnadams08.com) also directs visitors to the letter-power site. The campaign also appears on the main Postal Service Web site (usps.com) as well as on placards and posters in post offices around the country.

Even the cancellation marks on envelopes and the sales receipts given by postal employees to customers are carrying the address of the special Web site along with a quotation from Adams: "Let us dare to read, think, speak and write."

Feedback from an RHB!

2008-03-07T09:27:00.008-05:00

Dear Dave,

You will be getting a thank you card, your seminar [for the Great Tornto Airports Authority] that I attended yesterday morning was the best I have attended on the subject. It so much applies to not only career but your entire personal life. The 3rd Point “ Get Over Yourself” is key for me… That is my single focus…

On another note :

I am by nature courteous when I drive BUT I do get the CAT LITTER Look going some days[Dave's note: this is when people don't allow you to merge infront of them and stare straight ahead]… I get really annoyed at people coming up on the left cheating the system… Yesterday going home was no different, BUT I simply let them go by waving them on… in the end I was no longer getting home and much more relaxed… the guy behind me blowing his horn and shaking his fist I suspect was much more stressed than I was on arriving home.

[A manager]

Greater Toronto Airports Authority

Guys and Girls

2008-02-27T13:04:00.006-05:00

I don't stereotype (that would be anti-Knocking down Silos ) but there are definitely tendencies between men and women. In the area of communication for example, guys tend to be a little more succinct in their thank you notes.

You will get a chuckle out of the attached "card" I got after doing a Knocking down Silos event to young Albertan farmers at Rock the Farm in Red Deer last month. OK, it's not fancy...but he wrote something, stuck it in an envelope and attached a stamp - the guy's trying!

And despite your request, you bet I'm hanging onto your card!

Keep your pipeline filled

2008-02-14T08:29:00.003-05:00

The concept of being in "third gear" means providing value and demonstrating integrity without specific expectation of reciprocity. I'm often asked by job seekers and salespeople how this pays off unless the prospect responds in kind ("second gear behaviour"). While second gear is advantageous in many circumstances (e.g. this is how contracts work), third gear is how you network for success.

The relatively long sales cycle of using networking (towards that successful sale or job) means you need to have a system of regular activity.

Below is an email from Bryan Childerhouse, celebrating his recent success after looking for a new position. Bryan did a lot of things well. a) he kept his pipeline full b) he acknowledged the help of others c) he continues to offer assistance to others (even after he realized his goal).

Congratulations Bryan!

---------------

Hi everyone,

Two job offers, one contract and one full time sales opportunity within
eleven weeks of the search thanks to all your help. Interestingly enough,
both opportunities came from job boards that I rarely apply for, usually a
one in a thousand chance but backed up with some networking and a number of
great references.

Here's the final networking numbers which continue to grow as more of you
stay in touch and continue to refer others:

Network contacts: 280
Meetings held to date: 127
Interviews: 22

Effective January 19th, I decided to accept the contract opportunity as a
senior relationship manager for Capital One and currently planning out the
possibility of full time work provided we both see there's a fit in the next
few months. While a bit of a risk being short term, this is an exciting
opportunity with an organization with a very clear vision.

Once again, thanks to all of you for staying in touch and keeping my
confidence level up over the past three months . If Ok, I'll continue to
stay in touch and if I can offer any assistance networking or business wise,
please don't hesitate to call

Best personal regards and Happy Valentine's Day!!

Bryan Childerhouse

Thank-you Cards - Feedback from the Field

2007-12-17T08:24:00.000-05:00

Dave!

The Howlett Method 101! Today I received my first hand written thank you card! Dave people are listening to you…. Be very , very afraid…

Last week another member of our sales team asked for my help… I dunno.. I guess he thinks I may know a thing or two about hospitality sales….(I sure fooled him eh!) today in picking up my mail.. there was a handwritten thank you card from my colleague thanking me for my time, my insight and how I had helped him …. It wasn’t so much that he had actually taken the time to thank me but the thought behind it! I know that he took your course, he knows that I know this is a Howlett method. Regardless, it doesn’t change the fact that the guy listened, took action and truly did a nice thing for someone else … I wasn’t having a particularly good day.. this made me feel good! Amazing the power of a hand written thank you… He went from a B list to A list in a fast hurry.. I’d be happy to help the guy in a heartbeat!

Dave, just wanted to drop a note (and you know I’d hand write it but geeze we’ve been chatting so much lately I’d go broke with postage!) to let you know the impact you are having… I will say this.. thanks for sharing your knowledge… people do listen to what you have to say.. it’s a great message and even if very few do take the time to actually send cards..it makes the people receiving them feel that much better even if for a little while…. Now that’s making the world a better place!!

Cheers!

Stephen Ing

Senior Sales Manager

The Westin Bayshore, Vancouver

-----------------------------

Dear Dave,

I just wanted to let you know that I've been sending 'thank-you' cards for a few months now. I want to thank you for teaching me to do so because I have now truly realized how much of an impact a sincere gesture makes. I send my godmother one for all the years of birthday gifts I've received and she was so moved she said no one had ever sent her a card like that before. On another occasion I received a thank-you card for a thank-you card I had written. That was a nice surprise! Anyways I have now started buying boxes of thank-you cards and making up for the years I never sent them. My friends think I'm obsessed but I think they secretly love the cards they get from me.

Sincerely, Maggie Dys

Undergraduate, University of Waterloo

Let's Help N. out!

2007-11-20T11:50:00.000-05:00

Hi Dave I was at your Brock presentation last week and I thought it was just amazing. I've started to notice changes in myself in just one week. I'm also going out and buying cards. I was just wondering what are some good questions to ask in an information interview? I've thought about it and I have an information interview set up next week but I want some really good questions that will start to help me connect. The job I'm getting information on is a Private banker. If you could please help that would be greatly appreciated.Thank you. N.

KDS Target Market and the thoughtfulness of others

2007-11-15T11:47:00.000-05:00

I had the opportunity to conduct a Knocking down Silos at the University of Guelph last week and had two associates (Jennifer Taylor and Kelly Morse) who came up from St. Catherines to photograph the event. Remember my point about needing accountability buddies? These are people in your life who see things about you with a fresh pair of eyes.

Kelly sent me an email and an additional photo and pointed out the coincidence of the 2 gentlemen sitting in my talk. Same positioning but different clothes, shoes and even watches.

This insight really captures for me the types of people who come to KDS.

Thanks Kelly for your observations; we all need people to noitice the details around us.

RHB Sightings!

2007-11-08T13:16:00.000-05:00

Have you attended a Knocking down Silos? Have you heard the story about Dr. Adi Treasurywala RHB?

Here's some nice feedback from a KDS last night:

I really enjoyed your presentation last night. It would seem to me that 'Knocking Down Silos' is about much more than finding a job or new business, it is an elegant reminder of the interconnectedness of the human experience.

RHB connects us all. Rear windows stickers are now available online at http://www.davehowlett.com/ (pins etc coming soon) Put one on the rear window of your car and tell us the story when you see one on the highway! It could get you the perfect job, sale and friendship!

Knocking down Silos and "Third Gear" What's your feedback?

2007-11-05T11:29:00.001-05:00

Hi Folks,

It's been two years since I started giving "Knockiing down Silos" talks across North America. I started these originally as seminars on how to network for the perfect job or word-of-mouth sale but I am starting to see some interesting feedback (please see below as examples). I would value your thoughts and ideas on what you got from my talk and how and where you think I should take it.

Cheers,

Dave

He was a "good guy"

2007-10-16T18:27:00.001-04:00

Some blogs don't need to be long.

Dan Hawkins from Farmlink out in Swift Current, Saskatchewan heard one of my Knocking down Silos talks this past Spring. I tell folks to live your life so people call you a "good guy" when you're not in the room.

Dan saw this marker embedded in the stone sign beside the 15th hole at a local golf course and was kind enough to send along a photo.

Thanks Dan. Thanks Scoof.

Culture Clash - let's help H out!

2007-09-24T16:35:00.000-04:00

I am a first year MBA student I was wondering if I should go to your KDS just for this session, but I think I made the right decision to attend. I think you are very good at what you are doing and was impressed by the way you conveyed the message.

Unfortunately I was not able to talk to you after the session. I have a question that keeps bothering me all the time, and was hoping you might have a suggestion about how to deal with it. I remember you mentioning last evening that most of the business decisions take place at the golf course. I totally agree with you.

But here’s what I have noticed with me, I can talk for hours about business but when it comes to talking about that other things like golf or anything other than work, I kind of get quiet and that’s one of the reasons people see me as a boring person, they just hang out with me when there is work and then after that they tend to be with their own gang.

I have tried hard to fit in but I don’t know if there is something that I should do. Added to that whenever I am offered an invite to go out by my colleagues, I kind of reject the offer (1). Because I am a woman from India and not used to hanging out in bars late in the night (2) I don’t drink, dance, smoke etc. so I have noticed that colleagues that do the above tend to bond better and have much more to share than me.

Even though I have better talents to perform in my job, I have noticed that my bosses tend to prefer hanging out with the peers that can party.

I don’t want to change my lifestyle and start drinkng and doing all the other stuff just to go up the organization, however I am sure that there might be other things that people can do to fit in. Could you please provide me with any insights?

I really think that is one of the most difficult challenges for me in the work place and I am doing a lot of trial and errors that so far has not resulted in any permanent success. I would definitely like to know what you have to say about this situation whenever you can afford to write to me.

Use Knocking down Silos to help you in your career!

2007-09-24T09:42:00.000-04:00

Over the next Month, I'll be holding 4 "Knocking Down Silos" in Hamilton, Toronto, Waterloo and Guelph. The schedule and PDF are here.

Many people use "Knocking down Silos" as a business development tool. Can I show you how to do this as well? It may help you get more sales or receive that great job offer.

If you have been to a "Knocking down Silos" event, you know it is an interactive evening that reviews the basics of proper networking behaviour. Hundreds of people from different industries show up to learn how to increase their effectiveness in the business (and personal) world.

Every 20 minutes, people have to turn to the person next to them and ask key questions (e.g. "what's your biggest challenge and how can I help you?). Here is a video preview. Who would you like sitting next to you when they ask you that question? Then invite them!

Send the PDF for the event to people you either know or wish to get to know better. These could be clients, prospects, key industry people, potential bosses. Many people in life know the importance of networking but have never been shown how to do it. You can simply forward the email with your endorsement.

Cheers,

Dave

****I am using KDS as a showcase for meeting planners. If you know any, I would really appreciate you inviting them to come as your guest***

Mississauga Knocking down Silos Continues!

2007-09-19T12:06:00.000-04:00

If you were one of the 121 participants at Knocking Down Silos at UTM on September 15, thanks so much for coming...and this posting is for you!

I want to provide you with an interactive way to continue to provide value to people in attendence who you didn't meet.
Please click "comments" below and post a comment:
- tell us a little bit about who you are and what you got out of the KDS evening.
- tell us what you do for fun on weekends
- tell us your greatest challenge so we can help you (be specific eg use a top 10 list)
- offer to help the rest of us

Then check back on this blog to help others and to see who is offering to help you.

The Summary PDF for the evening is here.

Let's keep the buzz going until the next KDS!

Dave

Let's help Sharon out!

2007-08-24T07:48:00.000-04:00

(Sharon has been tremendous help to me by designed Knocking down Silos flyers for the last year - let's help her out!)

I was wondering if you could now help me; do you know anyone through
your vast network of contacts, who may be able to help/advise/guide me
in choosing a window replacement company for my home? I know this is
a bit of an odd request, but I have had 5 window quotes to date, and
am thoroughly confused at all the products available and the range in
quotes that I have received. I am looking for someone in the industry
who will be able to provide me with an unbiased opinion on what I
should be looking for in terms of product, and who can make some
recommendations of companies that are honest and fair.

Good enough 500 years ago - good enough today!

2007-07-20T13:45:00.000-04:00

I just returned from a 2 week trip to Europe. My wife and I competed in Ironman Austria and then took in the sights and sounds of Italy. Wandering through the incredibly ornate halls of the Palazzo Pitti (aka the Pitti Palace that was built in Florence for the Medici family) I spotted an inscription high up on the painted ceiling: rado tu parla e sii brevi et arguto

An sign nearby revealed: It was here that the public audiences took place. After waiting in the antichamber, visitors were ushered into this room to be received by the Grand Duke, seated on his throne and surrounded by the court. Only the sovereign remained seated, everyone else was obliged to stand in his presence. Since so many people were received at a time, the room had practically no furniture apart from the throne. A motto, above the niche of the painted staircase, presumably addressed to those about to speak to the Grand Duke, reads:

rado tu parla e sii brevi et arguto

[talk little, and be brief and be witty]

A great piece of advice for all ages!

Build your Rolodex Fast - and for a good cause

2007-06-13T16:24:00.001-04:00

On Thursday June 21, I am MC-ing the Diamonds and Dynamite Gala for Leadership Peel in Mississauga, Ontario.

$75 gets you in the door and a chance to rub shoulders with with influential people. (description below)

The thing about networking is that no one does it until they need to...and then you come off looking desperate. Put your suit on, sign up for a ticket and meet some people who may change your life. And let me know if you are coming, I'll introduce you around!

Speakers include: Art Lockhart, proponent of restorative justice, founder of The Gatehouse (a safe environment where abused children can talk) and CAVE (that re-directs graffiti artist talent to beautify neighbourhoods); Michael Clarke, recipient of the Order of Canada for his work with disenfranchised people, founder of The DAM Youth Drop-in in Mississauga (that dams the flow of youth to the predatory cities) and former Peel Police investigator; Mike Rosenberg - The Flexible Thinker and founder of Leadership Peel; Bonnie Crombie, Gala Chair for Credit Valley Hospital, past Vice-Chair of Mayor McCallion’s Task Force on the Arts and GTA Co-Chair of Michael Ignatieff's Leadership Campaign. Bonnie is running for MP in Mississauga-Streetsville in the next federal election.

Master of Ceremonies is: Dave Howlett, VP Corporate Development in Life sciences for MAGNES Group, former naval officer, distinguished toastmaster, commercial diver, scuba & marathon trainer. Dave has completed 12 marathons and 3 Ironman Triathlons and is host of the GTA’s celebrated KNOCKING DOWN SILOS networking seminars.

National anthem will be sung by Savithri Sastri and entertainment provided by dancing duo: Mercedes Bernardez (Argentinian ballet master and new Canadian) and visiting Cuban choreographer, Jose Carret, who will perform salsa.

Are "good guys" born or are they made?

2007-06-13T08:27:00.000-04:00

"More men become good through practice than by nature"

Democritus of Abdera

Maintaining your Network and keeping it warm

2007-06-01T08:11:00.000-04:00

Hi Dave:

It has been a little while since I have touched base with you. I hope everything is going well for you, personally and professionally. I am doing well, but having some difficulty trying to maintain my network, though I did put 2 former colleagues in touch with a head hunter. I continue to average 2 thank you cards a week, but sometime it is 4 one week and 0 the next.

Please let me know if there is anything that I can do. Otherwise, I will endeavour to stay in touch from time to time.

Doug

-----------

Hey Doug - great to hear from you. In fact, this is such a great topic, I'll put you in my blog today. You're absolutely right to be convinced of the importance of maintaining your network.

There is a tendency to let your Rolodex "cool-off" until you need something (e.g. sales, a job etc) and then you are perceived as a "B" friend (people only hear from you when you need something). The trick is to touch (or "ping" as my friend Glen Davis says) folks occasionally and give them something of value.

If you think about it, people do this naturally by calling "just to say hi", emailing a joke, forwarding a clipping or inviting someone out to play golf.

May I offer one other way?

If you are reading this blog, you likely have attended one of my Knocking down Silo events.

I'm just planning a series of Knocking down Silos across Canada.

One way to keep your networking going is to invite them to come to one of these interactive evenings. If they come, you know they will receive huge value. meet lots of interesting people to expand their own network. Even if they can't make it, talking about KDS gives you an excuse to call if you haven't "pinged" them in a long time.

And Doug, good for you for keeping those cards going. That kind of thing makes you a better person and lets your friends, family and clients know you appreciate them. It's been 6 months since you and I met and I'm impressed you have made this part of your lifestyle.

You're definitely "a good guy."

Cheers,

Dave

Got an opinion on this question? Let's help K. out!

2007-05-24T07:02:00.000-04:00

Hey Gang,

Whether you are a student, a service profider or a decision maker, how do you feel about elevator pitches? Below is an email I just received. Do you use them, find them effective, or respond when someone else gives you one? Let's help K. out!

--------

Dear Dave,

I just came back from a seminar on how to give a 30 second elevator pitch. But it feels very stiff and insincere and I don't feel comfortable doing it. Do you use elevator pitches?

Signed K.

----------------

It's Friday - do you have your cards?

2007-05-18T09:46:00.000-04:00

Photo was in my in-box this morning; sent to me by Dr. Sam Lee: a "good guy."

Thank you cards: Pick a level

2007-05-15T09:43:00.000-04:00

For those of you who have attended a Knocking down Silos event, you understand the power and poignancy of a sincere, specific and unexpected thank you card. Let me frame that gesture under my philosophy of three levels:

Level 1: What's in it for me? Not sending a card. Employees should perform because that is their job. Children should behave because that is their responsibility. Expressing appreciation is superfluous.

Level 2: I help you, you help me. Reciprocity. Sending a thank-you card (e.g. birthdays, job performance, anniversaries, client's purchases etc) with the expectation that something will occur in return. The expectation is that a happy client/family member will appreciate your gesture and reciprocate in the future (e.g. with more business, better behaviour, a job-offer). See http://www.torontosun.com/Money/2007/05/09/4165198-sun.html as an example of sending a card as Level 2 in networking.

Level 2 is how many world governments work. I'll let your goods enter my market tariff-free and in return you allow our access into your market.

Level 3: Generosity without expectation of gratitude. Sending a "just-because" thank you card to acknowledge the works of others and not demanding reciprication.

Below is an example of a wonderful note crafted by "a good guy" to a former mentor. Anonymity has been preserved but the message is intact:

Dear Paul,

No matter where a person is in their life, and no matter how much where they are is about how they "be", there are always an untold number of contributions that other people make to them along the way – especially if one is open to receiving/recognizing/using those contributions.

I could pick any number of instances of contributions you have made to me, but the one that really stands out is the way you nurtured courage for my vision. The two-plus years in 2001-02 we spent trying to crack the Radical Results /Realtime Enterprise work has had a profound impact in my work and vision that I have only just begun to realize.

You taught me about disruption, about driving ideas toward their longer-range effect, about speaking about what will happen instead about what could happen, about profound technology and change cycles, about looking for where the money will land, about knowing that an idea can be right even though you are alone in it. (I think BEA would have done better if they hired you directly in 2002. By now they've missed the crown).

For over a thousand mornings from 2003 to late 2006, I woke up and said: "This can't work, it is too big, too complicated, the vast majority is telling me it can't work, and I have no money to staff this". It sometimes took 10 minutes, sometimes an hour to shake it off, to know that all real change is disruptive and is generated by a person with a vision and a person for whom a big employer would be a detriment. Of course the ontological tools I use to reject defeat are from my work at Landmark, but the intellectual and structural tools to go back to work the same day, every day, and to write, solve and innovate – i.e. to make some actual progress – came from a thousand hours with you.

You have provided a critical piece to Skymeter, without which this would not be happened. And it is happening.

Thank You.
With Gratitude and Love,
Bern

Sometimes it's the little things that count.

2007-05-08T09:07:00.000-04:00

I had a great phone conversation this morning with C: a VP who attended a recent Knocking down Silos talk I did 2 weeks ago for a major Canadian Financial Institution.

He related that he was getting on an elevator this morning and as the doors were closing, he saw someone racing for the door. C. held the doors open and was thanked with a smile and the phrase:

Thanks, you restored my faith in humanity!

If you want to have people like you, trust you, keep you top of mind, promote you, send you business and be your advocates...sometimes it's as simple as waiting a few seconds and holding open a door.

KDS Level Two: To attract success, you need to stop thinking about yourself and serve others.

And besides - doesn't it feel good when you get that smile!?

On marathon running and Silos

2007-05-04T10:09:00.000-04:00

Dear Dave,

Thanks for mentioning what you did about the slower runners; sometimes I get intimidated by all the talk of Boston qualifiers and personal bests and I don't feel I belong among the speedy runners.

Signed First Timer,

Dear FT,

You know, in my talks across North America I speak about the concept of "silos". We tend to classify other people and put them in silos or catagories and that limits us in many ways.

We see a fast runner and characterize them as "elite". We see someone going for a personal best and we rationalize "I could never do that, they must be intense."

This tendency is reinforced by our desire to stick with people who look, sound and run at the same speed. That's why 4:30 marathoners tend to stick together and 3:45 marathoners have the same inclination (it's no different in society, just look at how people form religions, political parties, sports teams and then classify others because they are ...different).

In a marathon class (as in business and life ), I define courage as someone who perseveres through adversity.

I admire "a speedy runner" because (independent of their natural talent and genetics) they have stuck to a plan, watched their nutrition and spent a lot of lonely hours on their own running towards a goal. For example, did you know it took one of our runners 5 marathons to qualify for Boston and that she is always astonished when she hears someone refer to her as an "elite"?

I admire a first time marathon runner for exactly the same reason: they are chasing a goal. And for one more reason as well. Did you know that a lot of faster runners cannot physically run for the length of time some of you can? Did you hear Joe's comments when he had to lead the 4 hour pace group on a long run? It was very difficult on his body to run at that pace for such a long period of time. When a 3:15 marathoners comes across the finishing line, they are very tired. But some of you will be running for another 2-3 hours as well! They literally cannot do what some of you will be doing.

The people I truly admire the most are the people who resist the silo mentality. They have the spirit to run towards a dream but they take the time to speak with the people just starting their own dream. Their speed AND their empathy are the reasons they inspire you. I call them "good guys."

One last thought for all of you. As you get faster, fitter and firmer, you will be tempted to hang around others who are even more fast, fit and firmer.

You'll start to build your own silo. Others will be reluctant to speak with you... they'll classify you as an elite and then they will start to judge you.

So don't just hang around your one or two friends. Make an effort to speak to people ourside your group. And whether they are in another pace group, are of another age, a religion or a nationality...I'll bet you will find you have more in common that you reaize.

You just need to make the effort.

Every once in awhile

2007-05-02T09:45:00.000-04:00

For those of you who have attended one of my Knocking down Silos talks, you will understand my concept of "the good guy." This is a gender neutral quality that epitomizes knowledge, personality, reliability and altruism. It is my firm conviction that human history is populated by great people (aka "good guys") who inspire others to follow them by their vision and their desire to serve others.

Humans are hard-wired to talk about others and a "good-guy reputation" is invaluable whether finding a job, leading a company, looking for investors or asking others to follow you over the ramparts and into a hail of bullets.

But every once in awhile you meet the opposite. An associate recently related how his company has severed their professional relationship with a client company precisely because of the personality of its leader.

In his words, " this guy's personality is worth a mention in the next KDS as to how to run a company into the ground by ticking off service providers and his own people!!"

Further inquiry reveals a president who is brilliant in his field but arrogant, abrupt and inconsiderate with employees and his service providers. It's an interesting insight that, although bricks and mortar have no personality, a company actually takes on the personality of its leader.

Does his ego allow him to look in the mirror and admit that his personality is affecting his bottom line?

Does he realize that his employees and service providers (bankers, accountants, lawyers, recruiter etc) will slam the book on his company's file at 5pm on a Friday afternoon as they won't go that extra mile when their spouse and kids are asking them to come home?

Does he blame the turnover and low morale in his company on himself or does he look for external factors?

Do the shareholders in his company know that his personality is affecting the bottom line?

Moral of the story: 20% of society is made up of "good guys" 79% are people who have the ability to achieve that persona (especially if they come to Knocking down Silos!) But every once in awhile you meet a psycho. Learn from them, be cautious of them, but don't let them affect how you treat the rest of society.

Or as my dad ( a 30 year veteran of the Canadian military) would say of an inept officer:

The only way anyone would follow that guy...is out of curiosity.

Knocking down Silos Continues!

2007-04-24T12:22:00.000-04:00

If you were one of the 161 participants at Knocking Down Silos at the Living Arts Centre on April 23, thanks so much for coming...and this posting is for you!

I just finished the book "Wikinomics" (how mass collaboration changes everything) and I would like to try something new.

I want to provide you with an interactive way to continue to provide value to people in attendence who you didn't meet.

Please click "comments" below and post a comment:

- tell us a little bit about who you are and what you got out of the KDS evening.

- tell us what you do for fun on weekends

- tell us your greatest challenge so we can help you (be specific eg use a top 10 list)

- offer to help the rest of us

Then check back on this blog to help others and to see who is offering to help you. (you may or may not choose to leave your contact information - everyone at the seminar should have your email and phone number).

The Summary PDF for the evening is here. More on strategic networking and questions to ask when people introduce you to folks on your " hit list are here.

My mailing address (in case you need it) is

Dave Howlett

c/ The MAGNES Group

1540 Cornwall Rd Ste 100

Oakville, ON

L6J 7W5

905 845 9793 x322

Let's keep the buzz going until the next KDS!

Dave

There's only so many people...

2007-04-03T09:36:00.000-04:00

Kelly Osborne, as quoted by Sarah Hampson in the Globe and Mail 25 March, 2007:

And I'd pretend that I was big and tough by having a big mouth and telling everyone to f*** off, but there's only so many people that you can tell to f*** off and say you hate before there's no one left, and you realize, well, maybe it's me that's the asshole, not them.

Using Knocking down Silos as a Business Development Tool

2007-03-16T09:42:00.000-04:00

On April 23, in Mississauga, we are running another "Knocking Down Silos" and inviting the Life Science Community to attend. Many of the industry associates I know use "Knocking down Silos" as a business development tool. Can I show you how to do this as well?

It may help you get more sales or receive that great job offer. If you have been to a "Knocking down Silos" event, you know it is an interactive evening that reviews the basics of proper networking behaviour. Hundreds of people show up to learn how to increase their effectiveness in the business (and personal) world.

Every 20 minutes, people have to turn to the person next to them and ask key questions (e.g. "what's your biggest challenge and how can I help you?). Here is a video preview. Who would you like sitting next to you when they ask you that question? Then invite them!

1. Download the PDF of the April 23 Event.
This event is filling fast, please ensure you have registered.

2. Send the PDF to people you either know or wish to get to know better. These could be clients, prospects, key industry people, potential bosses. Many people in life science know the importance of networking but have never been shown how to do it.

You can simply forward the email with your endorsement.

Here's an paraphrased email I saw come across my desk from Peter West:

Normally I don’t send out these types of flyers to marketing events, but I will make an exception for Howlett’s talk on networking skills called “Knocking down Silos”

Here's another on a bulletin board by Jim Love - another "good guy!"

If you haven't seen Howlett on Networking, you have missed something . You may still be able to get seats. Mention my name. It might help.

OR You can ask a few clients to come as your personal guests. Of course, you will need to pick up the entry fee.

3. Sit next to your key people and watch what happens.The best part of this strategy is that even if your people can't make it to KDS, getting an invitation from you lets them know you were thinking about them. (it keeps you top of mind). And that's one of the best ways to get great word of mouth...offering value when you touch someone... being an "A" friend!

Below are a few emails that you may get from your clients afterwards.

I really enjoyed Dave's talk and I learned some very useful ways of thinking about how I interact with people. Thanks for sending me the invitation.

I am writing this email to thank you for inviting me to Dave's Talk. It was a wonderful, professional, and enthusiastic presentation in McMaster University last night. Networking has always been a little scary for me. I always have a hard time knowing where to start and what approach to take. I am definitely going to be giving out more compliments now!

Thanks for bugging me to go. That was an amazing speech Tuesday night. Man, it was as long as a feature Hollywood film! It's amazing that he can find enough content to keep people engaged like that.

Don't use my name - how would you respond?

2007-03-15T14:40:00.000-04:00

Sometimes the danger of networking is that it reveals some hidden truths or mysteries...

Two years ago, I approached a friend of mine to find out whether he could introduce me to the president of his company. I had know P. for about 8 years in a variety of capacities (sports, Toastmasters) and felt we had a good enough rapport for me to ask him for a referral. I had just started working for my current company and needed to make some connections.

My take on word-of-mouth networking is that it's all about your personality, not your company or product. If you have proved your worth as a "good guy" or "nice person" then your friends and associates know you won't embarass them or endanger their relationships by introducing you to their contacts.

This is how the conversation went:

Dave: You work for ______________, don't you?

P: Yes.

(I asked a series of questions about his company, their products, their challenges etc)

Dave: You know, I would really like to do business with your company, is there a chance you could ask your boss to if he would take my call and give me a few minutes of his time? I don;t expect you to sell me or my product, but is it possible for you to give me an introduction?

P: I don't feel comfortable doing that.

Dave: Oh. Is there a reason why not?

P: I don't feel comfortable doing that.

Dave: OK

Today, I lectured at Seneca College and afterward had a student ask me a similar question. She mentioned she had asked her friends if they would introduce her to their bosses and their response was: "Sure, you can call them, but don't use my name."

How do YOU interpret the "don't use my name" response?

(I'll give you my answer after I read a few of your responses)

Some Straight Talk

2007-03-08T10:03:00.000-05:00

Sometimes, we all need a friend who can be a little direct with us. Here's an email sent by an associate to a friend who had requested a warm introduction and then didn't follow up.

-----------------------

Dear ________,

I apologize if I sounded harsh today. I just wanted to you get the reality of networking which includes soliciting for help from others.

People will often go out of the way to help you because you're a nice guy with whom they like to hang around. I' m sure you get this from your friends as they have worked with you for many years and knows that you are a really talented, nice human being. Because you are always in contact with your friends, there will be many opportunities where you help them out, and the favour is returned. A nice circle of good deeds being circulated continuously.

But then you will meet people who don't know you as well. You will have to do more to prove to them that you are also reliable, and will do what you say you will do.

If you do not follow up on their help, eg you forget to call the person they refer to you , you forget to offer to help them back, or forget to show your appreciation... they may not help you the second time or ever again. When this happens:

1. Your initial contact is disappointed that you have not kept your promises and they are now reluctant to help you again.

2. Your credibility is questioned. If a 3rd person approaches your contact and asks about what kind of person you are, imagine what your contact will say.

3. The referred person that you were supposed to contact will also question your credibility as you have never contacted them.

You may feel that I'm over-analyzing the situation. I am a big believer that the world is small and you never know who you meet.

Word-of-mouth is a powerful yet unpredictable force.

-----------------

These are great words of wisdom from a straight-talking friend. So if you ask someone for a referral or introduction, make sure you follow up. And then thank everyonne involved.

Knocking down Silos in Biotechnology Magazine

2007-02-16T15:02:00.000-05:00

A Good Guy - a Joke - a revised connection

2007-02-05T11:12:00.000-05:00

Why do people email each other jokes? It has a lot to do with being "a good guy."

You likely get the odd humourous email in your inbox. Did you realize that a joke can strengthen your network and renew old connections?

1. Today I received a funny email with a surprise ending.

LETTER FROM A FARM KID (Now at San Diego Marine Corps Recruiting depot)

Dear Ma and Pa,

I am well. Hope you are. Tell Brother Walt and Brother Elmer the Marine Corps beats working for old man Minch by a mile. Tell them to join up quick before all of the places are filled.

I was restless at first because you got to stay in bed till nearly 6 a.m. but I am getting so I like to sleep late. Tell Walt and Elmer all you do before breakfast is smooth your cot, and shine some things. No hogs to slop, feed to pitch, mash to mix, wood to split, fire to lay. Practically nothing.

Some got to shave but it is not so bad, there's warm water. Breakfast is strong on trimmings like fruit juice, cereal, eggs, bacon, etc., but kind of weak on chops, potatoes, ham, steak, fried eggplant, pie and other regular food, but tell Walt and Elmer you can always sit by the two city boys that live on coffee. Their food plus yours holds you until noon when you get fed again. It's no wonder these city boys can't walk much.

We go on "route marches," which the platoon sergeant says are long walks to harden us. If he thinks so, it's not my place to tell him different. A "route march" is about as far as to our mailbox at home. Then the city guys get sore feet and we all ride back in trucks.

The country is nice but awful flat. The sergeant is like a school teacher. He nags a lot. The Captain is like the school board. Majors and colonels just ride around and frown. They don't bother you none.

This next will kill Walt and Elmer with laughing. I keep getting medals for shooting. I don't know why. The bulls-eye is near as big as a chipmunk head and don't move, and it ain't shooting at you like the Higgett boys at home. All you got to do is lie there all comfortable and hit it. You don't even load your own cartridges. They come in boxes.

Then we have what they call hand-to-hand combat training. You get to wrestle with them city boys. I have to be real careful though, they break real easy. It ain't like fighting with that ole bull at home. I'm about the best they got in this except for that Tug Jordan from over in Silver Lake I only beat him once. He joined up the same time as me, but I'm only 5'6" and 130 pounds and he's 6'8" and near 300 pounds dry.

Be sure to tell Walt and Elmer to hurry and join before other fellers get onto this setup and come stampeding in.

Your loving daughter,

Alice

2. As it was tasteful and a little funny, I sent it off with an introduction (and my signature block) to a few friends including Frank Golden. Frank is one of my "good guys", an Irishman with a heart of gold who is a natural networker and connector. He helps companies develop business in biotech and scientific supplies. I thought Frank could use a laugh to start the week.

3. 3o minutes later, back comes a note from Jim Schille, a nice guy who who I hadn't realized now works with Kenwaunee Scientific in Western Canada. I had lost track of Jim - Frank had forwarded on the joke.

4. I picked up the phone and had a great chat with Jim. I'm heading out to his neck of the woods (Saskatoon) in 2 weeks, and we discussed have a coffee or beer and finding a way to develop business for each other.

5. Then I called Frank and told him "thanks" and put him in this blog.

Summary?

a) An emailed joke can keep you in the "A" category (you provide value to your friends on a regular basis) rather than the all-too-common "B" slot (they only hear from you when you need something).

b) it should be be personalized (not a mass email) and appropriate (be careful about off-colour humour)

c) you can never say "thanks" too many times...but always with sincerity.

Kind words and a reminder

2007-01-29T07:54:00.000-05:00

This morning, a google alert revealed that Jas Banwait mentioned me in her daily blog. I surfed over to http://jasbanwait.wordpress.com/2007/01/27/blue-with-confidence/#comments and read some kind words.

When the days get long, it's nice to know that you have impact in the lives of others. Thanks Jas!

BTW - if those thank you cards are gathering a little dust, please read the column today in the Globe and Mail's Facts and Arguments page. Sipping my coffee (no sugar, one milk) at Tim Horton's this morning and leafing through the paper, I was reminded how important (and long lasting) is the effect of the written word.

A quote to think about today:

"Memories soon fade, but in my hand I can still hold a piece of birch bark with a love poem printed by my father more than 80 years ago. "

----------------

A mailbox or a mouse? - RUTH BEST

I carefully turn the pages of my scrapbook to the tiny yellowed envelope postmarked May, 1916. Inside, in childish pencil printing, is a letter my seven-year-old mother wrote to a cousin describing a birthday party. I pair this keepsake with her photo, one where she wears a huge hair-ribbon and stands with one ankle turned, in front of a snowball bush.
A tin box in our attic is filled with my grandmother's 1892 love letters. The two-cent stamps bear the image of Queen Victoria. Grandmother was teaching school in Dundas, Ont., at the time and had received a proposal of marriage from grandfather. She pens her reply as she sits beneath an apple tree on her way home from school. Her turmoil at leaving her beloved profession seems clear as she writes, "my tears fall like these apple blossoms."
I am not a "tech-no" and do use my computer daily but I wonder if letter-writing is nearly obsolete. Will our grandchildren have any such keepsake windows through which to glimpse their family's history?
Although I understand that everything can eventually be retrieved from my computer's hard drive, will future generations have any interest in sorting through thousands of mechanically typed e-mail messages years from now? I doubt it.

Snail-mail postage increases yearly. Days when we have no mail delivery whatever seem more numerous, and the time it takes for a letter to travel across the country seems longer. Are these portents of the demise of the hand-written message?
Despite my questions, I am myself a constant e-mailer and quick to acknowledge the many advantages of keeping in touch electronically. The news is immediate. I heard about my grandchild's first steps just minutes after he took them. With no stamps to buy or walks to a post box, I am less likely to put off letter-writing and can sit down at my computer at any time and contact a friend with fresh news. I am now in regular communication with those whom I previously heard from only at Christmas. Still, I cannot deny the frisson of excitement I feel each time I find a hand-addressed letter in my mailbox.
Inside could be a snippet of fabric from a dress being sewn, a square of wallpaper from a renovated room or a pressed flower from the garden. The electronic devotée will argue that all of the above can be photographed and e-mailed as an attachment. But I would miss the luxurious feeling of delicate silk slipping through my fingers, the true vibrant colours of a wallpaper sample and an actual flower that I could hold.
One of my most prized possessions is the handwritten diary started in England by my great-grandfather when he was 21 and kept until his death in Canada. Pressed between its yellowing pages is the fragile remains of a boutonniere he once wore, plus his description of a visit to London where he recounts his reaction to the chiming of the newly erected Big Ben. "The sound was so great that I could feel my whole body vibrating and even the skirt of my coat if I touched it with my hand," he writes in hurried cursive under the heading Jan. 31, 1857.
I can picture this young Englishman shivering in his long skirted coat on the streets of London.
I fit him into my own history just as I do the frightened young mother, pregnant with another child that will strain the family finances. Her letter to her sister requesting money I found tucked beneath the boards of a drawer in my antique dresser.
Inside a wax-sealed envelope, written in perfect penmanship on fine vellum paper, is the official indenture of a 16-year-old ancestor apprenticed to an architect. The flowing cursive strokes are like a beautiful piece of art. Remembering my own ink-splattered pages as I tried to master the straight pen, I wonder how long it took the writer to perfect this document.
I understand that now penmanship is no longer taught in most of our schools. Has handwriting has become a lost art?
And what about thank-you notes from gifts received, or the "bread-and-butter" letters required by my childhood etiquette after an overnight visit? I recall my own blotched efforts when after much prodding I dutifully wrote, "How are you? I am fine. Thank you for the . . .," followed by a shout to my mother to ask, "What did they give me?"
My grandchildren's e-mails begin without salutation, are printed in multi-colours, interspersed with smiley faces and are shortened to "thank U 4 . . .".
I am delighted to get them.
And I am almost as happy when a black e-card dog carrying a bouquet of roses in his teeth bounces across my screen trailing a "HAPPY BIRTHDAY" banner.
Some of these e-cards are quite lovely: winter scenes with skaters silhouetted against a full moon, gently falling snow and Silent Night sung softly by a choir, or magnolia buds unfolding accompanied by the sweet strains of Mendelssohn.
Memories soon fade, but in my hand I can still hold a piece of birch bark with a love poem printed by my father more than 80 years ago.
And the long-ago summer camp letter from a nine-year-old son that reads "At 7:30 in the mornen we go for a wash in the lake with nothen on."
Or the Mother's Day card decorated with bits of lace and a large "M" made from silver gum-wrappers.
These are rich pieces of history I can hold in my hand and also in my heart.

Ruth Best lives in Dundas, Ont.

Rule #1

2007-01-26T19:09:00.000-05:00

The first rule of being "a good guy" (and women can be good guys) is that you can't call yourself "a good guy." That's like leaning over in a bar and telling someone "I'm really good-looking!" Hey, if you have to keep telling someone you're good looking...you're not that good looking...

A buddy of mine shot me this email today with the above attached ad from a realtors website. See if you agree with him.

-------------------------------------------------------------

Dave:

I sorta took what you said about good guys to heart…. Remember when you said that you can’t call yourself a good guy… this guy does and after what I thought was an excellent profile of himself he lost all his credibility when he says “I am a genuinely nice guy”

Don’t ya just wanna shake people sometimes…….. thought you’d geta kick out of it!

Cheers, S

Still not Convinced?

2007-01-24T17:07:00.000-05:00

Thanks Paul Copcutt for sending this link attesting to the power of a sincere, specific and searchable thank you card. http://careerhub.typepad.com/main/2007/01/a_lowtech_strat.html

Let's help Brian out

2007-01-16T13:37:00.000-05:00

Brian is the husband of a co-worker. Good guy. Background in sales and marketing. Was with Dun and Bradstreet. (Fitness fan: to be a personal trainer!) Please see his Outreach document and post any offers of introductions.

Another reason to keep track of all your contacts

2007-01-15T08:47:00.001-05:00

How are your Mirror Neurons?

2007-01-09T17:43:00.001-05:00

Cara Buckley's article in this week's NewYork Times discusses the theory of "mirror neurons" that may promote empathy and turn ordinary people into hero's.

Except for sociopaths, humans are built to feel and act out of empathy, said Stephen G. Post, a professor of bioethics at Case Western Reserve University’s medical school and co-author of “Why Good Things Happen to Good People,” scheduled to be published in May. Social support has always been important to survival, and people with strong social networks thrive more than those who are isolated.

Perhaps the key to being "good guy" is all about realligning your neurons.

Networking vs Strategic Networking

2007-01-04T13:41:00.000-05:00

I chatted with two new people this week - both were relatives of associates, very nice people and both are in job search mode. Neither had been to my seminars and it was apparent they were challenged by the concept of "strategic networking." I had some conversations with both B. and R. and I thought this was worth a blog.

Networking

- email everyone you know and ask if they can help you (eg get a job)

- email your resume to everyone, including people you haven't kept in touch with for years.

- keep a stack of resumes to hand out to anyone you meet.

- rely on a friend/your Mom/your brother-in-law to get that perfect position for you

- recognize that "good things just sell themselves" and you'll get that position if you just wait long enough

- put all your eggs in one basket. Stop your networking as soon as you get short-listed for a job.

- get upset that you are unqualified because you are too old/young/under-educated/over-educated/not good looking enough.

Strategic Networking

- make a list of industries/companies or individuals you would like to be introduced to.

- buy 10 thank you cards and 10 stamps (minimum)

- put together an Outreach Document. If you are confused or frustrated by where to go and what to do to find prospects, try read this great book by Dr. Barbara Moses.

- pick up the phone and start calling friends and family. Invite them out for a coffee. Renew your friendship and then ask if they can help you. Show them this document and ask if they know anyone on the list. Ask how you can help them. Ask for permission to call these people and use their name. remember, these aren't job interviews, they are informational interviews.

- Start off with this script to open the conversation then have a list of questions ready.

eg how long have you worked for your company?

eg do you enjoy what you do?

eg how did you find the company/how did they find you?

eg where do you see the company going?

eg what are your biggest challenges?

eg do you see any fit for someone of my background and experience in your company or industry?

eg is there anything I can do to help you?

BTW Try to find something you have in common with the callee (residence, schooling, family, sports, etc) .

- send thank you cards to your friend who referred you to the individual and to the individual. Make sure they are specific, sincere and searchable.

- Don't be upset if people forget to return your call or are tardy in getting back to you. Keep the pipeline full. Be persistant but not pushy. Keep paying it forward and if you get down - keep asking people how you can help them. The go out and keep your promises.

Happy Holidays Everyone

2006-12-20T10:51:00.000-05:00

(I can't say it better than this submission in Toronto's Globe and Mail by Farzana Hassan-Shahid who is the president of the Muslim Canadian Congress and author of the book titled Islam, Women and the Challenges of Today.

One good turn deserves another

As she helped me, and I tried to find a way to repay her, she looked at me with her blue eyes and said: 'Just pay it forward.'

The Wal-Mart in Mississauga can be a bustlingly busy place at Christmas or in the swelter of the summer -- or , indeed, at any time of year. It was on one of those hot summer days that I met Cindy in the busy parking lot of the massive department store.
For a while, she calmly observed the predicament I found myself in -- too many items, too little space in the trunk of my tiny vehicle -- and smiled occasionally. Perhaps she noticed my colourful South Asian garb and hesitated to make conversation with me. She may have thought I didn't know any English as the chatter in Urdu among my three children and niece was definitely beyond her ken.

Therefore, it was I who decided to break the cordial silence between us.
"We may have to make two trips to the house since we have so many items," I said.

"Where do you live?" she inquired. I told her I didn't live too far from the shopping mall.
"I can take you home," was her warm-hearted, instantaneous response. What a nice person, I thought.
"Are you sure?" I asked.
"Oh, of course. Just hop in and let me help you put some of your items in the trunk."
My three children were clearly intrigued by such instant generosity from a total stranger. I asked my son to drive my car and for them to follow us with the other items, one of which was a new area rug for my daughter's room.
During the 10-minute drive from Wal-Mart to my house, Cindy informed me that she was mother to seven children, three of whom were in her foster care. Only such a loving and kind woman could agree to foster three children, I thought.
Ranging from age 7 to 14, she must have her hands full -- but she still found time to do a perfect stranger an act of kindness.

She turned into my street and then into my driveway.

"Thank you so much, Cindy." I said, feeling somewhat inadequate about those words not doing justice to the spontaneous goodwill she had demonstrated toward me.
"I would very much like it if you came and met my family over a cup of tea. Let me at least offer you some tea," I said.
"I really have to get going to those children of mine," she responded with a smile. I thanked her again and invited her to come in once more. As she helped me unload my items, she looked at me through her wide blue eyes as she said: "Just pay it forward.
"Do someone else a good turn."
If we were all to adopt this as a motto for life, the world would indeed be a blessed place.

In today's world full of hostility, broken trusts, bigotry and rivalry, if we only learned to perpetuate simple acts of kindness, perhaps our troubled world would turn into a more peaceful and compassionate abode for all. Cindy made me realize that small acts of kindness could come with huge dividends if they were "paid forward."

She taught me a lesson that I wish to share with all caring individuals this Christmas season. I will probably never run into her again, but that blue-eyed, fair-haired woman who helped a strange woman from a visible minority in colourful South Asian garb, overcoming all barriers of race, language and ethnicity despite the mistrust and hostility that pervades our world -- she forever left an imprint on my mind.

Thank you, Cindy.

I need your help -

2006-12-11T20:59:00.000-05:00

Hi Everyone,

I am writing a book on "Becoming the good guy*

* (or being a smart, personable, reliable, giving woman. )

It's about why people speak well of you, refer you business and open doors for you.

I am looking for the term (usually one or two words) in other languages that someone uses when they are referring business to someone else In Canada, it's often a "good guy." eg. If you need a lawyer, go see Steve, he's a good guy. Tell him I sent you!

It may or may not be a direct translation ( e.g. in French it is bons gars but in in Spanish it is chevere) . It may be generic (e.g. a mensch) or it could be gender specific (e.g. if you need a great doctor, go see Susan, she's amazing). I have also seen older phrases (she's really top drawer) and very new ones (he's solid).

If you speak another language or dialect or know someone who does, could you please find a translation for me?

All things are possible

2006-12-08T19:47:00.000-05:00

Let me offer a version of the snakes-on-a-plane/lawyer-on-a-flight account that may prove redemption into a "good guy" is possible (I have used this anecdote in seminars to lawyers)

On a flight a few years back my seatmate was a high powered litigator from a major NY firm. Cuff-links, wingtips, power suit, the whole she-bang. I mentally rolled my eyes as the guy plunked down next to me as I expected the standard dog-and-pony look-what-I-can-do show.

Instead, the guy was the epitome of niceness. He jumped up to assist the attendant in closing the overhead compartments. He courteously left the center rest free for my arm. He proceeded to ask me some open-ended questions and expressed genuine interest in what I did for my company. Hell, he even picked up a soother an infant had dropped from the seat across the aisle. The guy actually wiped it off with a napkin and gave it back to the mother.

When I commented on what a nice guy he was, he told me his story.

In his words:

I wasn’t always like this. There’s nothing more intimidating to most people than a) a New Yorker b) a New Yorker who’s a lawyer and c) a New Yorker who’s a lawyer and a litigator. I beat the hell out of everyone as I climbed my way the way to the top of my firm. Manners? Those were for suckers. I used to enjoy harassing people in the courtroom and out on the street. Car service guys. Coffee shop waitresses. Hotel staff. What’s a few tears and some red faces? A squeaky wheel gets the grease and the way I squeaked, I got a hell of a lot of grease. Sure I pissed a lot of people off but I was a pit-bull for my clients and the money came rolling in. Rough around the edges? Hell, I didn’t even have edges!

The only person whose opinion really mattered was my wife. We had been married for 20 years and she was the best thing that ever happened to me. She put up with my crap because I guess she was used to it.

So one time I had to go to San Francisco on business and my wife wanted to come along to do some shopping. As usual, I harangued the staff at the airport counter for an upgrade on the flight, and when we arrived, I took a run at the car rental staff as well. By the time I was finished with the girl at the counter, I had another upgrade and she had a quivering lip.

So we are walking over to the full-sized lot and wife grabs my arm and stops me. She looks me right in the eye and says…you’re an asshole. You leave this trail of destruction behind you wherever you go and I have to tell you something… I am really ashamed of you. I never want to travel with you again.

My wife had never said anything like that to me in my life. I was severely shocked. It was a pretty quiet ride to the hotel. So I thought: I’ll show her. She wants me to be nice? I’ll be sickingly sweet nice.

My routine at a hotel is usually the same. I go up to the first room they put me in, and turn right around back to the front desk and complain for a better room. This time, I see this girl at the front desk who seems a little tired. I asked her how her day was going. She smiles and says she’ll be glad to go off shift. I ask her if I can get her some water or a coffee from the hotel lounge. She gracefully declines. I tell her my wife and I have just arrived from NYC and she says she would love to go there one day. I give her my business card and tell her to look us up and that I can recommend some great places to stay and some nice restaurants if she is interested. Guess what? We get the nicest room at that hotel I’ve ever had!

So now I’m thinking…maybe I can get nicer stuff from people by being sweet that I can by beating them up. So the rest of the trip, I’m smiling, I’m courteous, I’m handing out compliments, and people are actually talking to me. I start getting great service, some upgrades and my wife is happy …it’s great! And that was 10 years ago.

Then the lawyer looked over at me and laughed…yeah…that was 10 years ago and the best part is…I’m still a nice guy…but I don’t do it for upgrades or stuff anymore. I do it because I guess it’s the right thing to do.

"A Good Guy"

2006-12-08T09:18:00.000-05:00

http://cjcphoto.com/can/

Thanks Nicola for submitting this.

Let's help "B" out.

2006-12-04T11:37:00.000-05:00

Dear Dave,

Last week I got the chance to go to a seminar and heard a CEO talk about her company and opportunities in the industry. I wanted to talk to her afterwards but she was surrounded by too many people. They were all trying to speak with her, to offer her their business card or resume or literature from their company. I couldn't even get close!

How do you stand out from crowd and get people to notice you? I get frustrated because of all the competition.

Signed,

"B"

A reminder for the end of the week

2006-12-01T11:34:00.000-05:00

Oops

2006-11-23T12:49:00.000-05:00

When you send your thank you card this week don't forget to include both your return address and a stamp. Otherwise Canada Post will bill the recipient for the postage - and that's not a message you want to send!

Let's help A. out!

2006-11-22T11:48:00.000-05:00

Here's an email I just received - please post a comment and pass along your suggestions as a networking or sales professional!

Dear Mr.Howlett,
I was just reading your most recent blog and I completely 100% agree
with you that emails are just not as effective at establishing a
rapport. But it seems like the alternative routes (having a face to
face meeting, etc) don't work either. As a recent graduate, I have
been looking for jobs. My strategy is to use both methods: I send an
email (or worse complete the online application!!!) and then drop by
their office/company to see if I can speak to someone face to face.
And frankly I can't get past the receptionists!!!! (Thank god some of
those receptionists/greeters are also "Directors of First Impressions"
and some like me and pass my message along!!!! which gives me at
least a little bit of hope after driving all the way from Richmond
Hill to Mississauga to see someone) but otherwise it is difficult to
directly get in touch with someone who is in charge!!!!
I am really in a state of ambivalence regarding technology; from
phones to emails to text messages, technology makes life more and more
impersonal everyday, I wonder what next?!

Anyways just a thought! Have a great day!!
Sincerely,
A.

Efficient but not Effective

2006-11-16T08:20:00.000-05:00

If you are trying to get someone to change their mind, why the heck are you just using email?I was in a meeting yesterday with one of Canada's largest law firms. They mentioned some of their lawyers receive 2 ,000 to 3,000 emails a day.

Ask the average recruiter to tell you how many emails are in their inbox. Ask your friends how much spam ends up on their screen.

Don't get me wrong, email has its place. Lawyers establish paper-trails, insurance brokers track client conversations, job applicants attach resumes.

But my concept of "Pass the POI" means that it's people first, objects second and ideas third. If your desire is to change someone's mind (rally them to your cause, sell a complex product, fill a seminar) then you need to create advocates. Pick up the phone, sit down over a coffee, have a conversation. Then, follow up with an email to establish the details.

The quickest way to change from an "A friend" to a "B friend" is to stop interacting with people and start sending them impersonal blasts of email jokes and newsflyers (or resumes). Remember, the definition of a "B friend" is someone who contacts you only when they need something and then proceed to talk about themselves. If you are not convinced, think about what you do to 99% of the flyers you receive everyday in your mailbox.

Most of you are reading this blog because you either know me personally or have heard about me from someone else. That came as a result of a lot of face to face meetings, coffees and seminars.

I never make the mistake of thinking this blog or my emails will make people my advocates. Loyalty and advocacy comes from inspiring people to your cause. Neither you nor I can do that by little typing and a lot of sending...pick up the phone or get out the door!

Rate yourself (from a job ad for a CEO position)

2006-11-14T11:15:00.000-05:00

Personal Attributes
§ Exhibits high energy and positive proactive attitude
§ Profit-oriented philosophy
§ Creative and courageous risk taker
§ Strong self confidence with ego in check
§ A ‘straight-shooter’ who earns trust through open, honest relationships
§ An intuitive thinker who anticipates issues
§ A natural and effective communicator
§ Believes in being part of a team, coaching and mentoring
§ Tactful and possessing good judgment and political savvy
§ Has attention for critical detail
§ Enjoys handling multiple priorities
§ Has entrepreneurial and broad based interests
§ A genuine people person

The most empowering sentence you'll ever use

2006-11-14T09:11:00.000-05:00

I have had two conversations over the last two days with "good guys" who were asking me if I knew of any job opportunities in their industry. Both have taken some hard hits lately (employment, family health issues). It's tough enough dealing with all that and then having to go out and network (aka "beg") for leads from friends, family and associates. Talk about a psychological downer. It's the networking equivalent of sitting on the sidewalk with a Tim Hortons coffee cup looking for change. I've been there.

Because I know them both as nice people and "good guys", I opened up my Rolodex and offered to introduce them to lots of great people and vouch for their character.Networking doesn't mean you have to get someone a job or sell their product; it means you offer to get them a conversation. And at the end of my enthusiastic offerings...I waited...waited for them to ask the most important sentence... Neither of them asked.

So, hard-wired coach that I am, I told them about the question:

And what can I do to help you Dave?

Their response to the question was identical: a blank look.

But Dave, I look at you as this really successful guy and there's nothing I can think of that I can offer you!

Hey guys, everyone needs something. Here are a few of my current challenges:

1. I want to write and book and would be interested in talking with folks who have successfully published or have insights into the publishing world.

2. I am building my speaking business and am always looking for opportunities with companies who need a keynote speaker on networking skills.

3. At MAGNES Group, I would always appreciate an introduction to the CFO or president of a life science company

4. I'm looking for the name of a good electrician in the Oakville area (I need some wiring in my house)

5. I am always looking for ways to promote next my marathon class - Howlett's Heavy Breathers http://www.geocities.com/dhowlett2004/running.html

Asking What is your biggest challenge this week and how can I help you? empowers you and lets you put something in the emotional bank. I appreciate it and so will others.

No matter how low you feel, you possess experiences and contacts that others value.

It turns out one of my friends worked formerly as a car salesman. He said he would be happy to give some tips on car-buying to any business associates of mine. In fact, he could go to a GTA dealrership in person and help them negotiate the price of a new car!

The other friend is a master salesperson in the spa industry and can get me a great “insider price” price for any of my clients and friends who wants to buy a hot tub.

I can use them both to add and reinforce relationships with my customers and clients (and all of you!). That really helps me!

We all have something to offer, we just need to be reminded of that.

The 4th Element

2006-11-08T08:40:00.000-05:00

I live in a society that is designed to continually cater to my personal needs. Every day I receive a myriad of marketing messages telling me how I can look younger, stay fitter, be more wealthy and have more sex. If I give in to those missives, I'd be a wrinkle-free, tight-abbed social dilettante. But something would be missing.

Word of mouth is what people say about me when I'm are not in the room. There are 4 elements of being "a good guy" and the 4th is altruism. Giving back. Thinking about others. Caring about the big picture and about others who "aren't in the room."

This Saturday November 11 is Remembrance Day in Canada. Buy and wear a poppy this week. It will let people know you possess that 4th element. Even better, buy a number of poppies and hand them out to friends and associates this week. You will find they are grateful for your thoughtfulness. This was a great suggestion offered up by Diana Birrell of The James Fund (our charity benefactor from last week's Knocking down Silos in Toronto) .

A final thought: When I served in the Canadian Navy, we had a tradition of a toast for every day of the week:

Monday: To our ships
Tuesday: To our men
Wednesday: To ourselves
Thursday: To bloody wars or a sickly season [a chance of promotion if senior officers died!]
Friday: To a willing foe and sea room
Saturday: To wives and lovers
Sunday: To absent friends

When you send your 2 cards this week, think about some absent friends.

Help a Student - they will get you much more in return

2006-11-07T14:13:00.000-05:00

People seeking opportunities to network in industry often focus on meeting decision makers and senior management. Building a CRM usually ignores those who are new to industry or perceived to be "without power." Students are generally never thought of as contributors.

However students are an excellent way for the average businessperson to make entry into certain markets (e.g. biotech, finance, accounting, engineering). They present a number of advantages: easy accessibility, knowledge of industry issues, connections via co-op programs to certain companies and alumni. There are also many opportunities to interact and meet students; colleges and universities are continually trying to build bridges to industry.

This is a win-win situation.

Students are appreciative of the opportunity to talk with an industry service provider and usually want one thing: a warm referral to an individual or company. The service provider can then turn a cold call to a prospect account into a request for an informational interview. This changes the perception of the caller from "salesperson" to "helper." In fact, very senior management often take the time to talk to those trying to help a student new to their industry.

In many cases, students end up being "information brokers" to the business person.. Inevitably they will be employed. Everyone remembers the person who helped them in the beginning. The goodwill generated guarantees great connections with their companies.

Try this for a week.

2006-11-03T18:00:00.000-05:00

Great word of mouth only comes when people are happy with you. Your resume. Your service. Your appearance. Canadians are tremendously bad at complaining - they don't tell you what you are doing wrong, they just walk away and tell other people.

e.g. I know a really nice guy who has introduced me to some really important people. But over the last month, everytime he would send me an e-mail, it was marked "high importance" (with the little red exclamation mark). Of course I would read it right away and it would drive me nuts that it wasn't of ultimate importance. It seemed he was always yelling wolf on the internet!

Because he's a good guy, I added this to the bottom of an email:

BTW - could I offer a suggestion? You mark many of your emails as "high importance." I'm not sure if you do this a lot but it may dilute the effectiveness of your emails to people. Just a suggestion. D.

Here is his response:

Actually Dave, It may be happening more inadvertently rather than on purpose and thanks for bringing it to my notice bud; I will be more guarded.

--------------

Try this for a week:

Ask 10 of your associates or clients: "If I could do one thing better, what would it be?"
Then listen.

Did you fall off the wagon?

2006-10-31T15:42:00.000-05:00

Are you still sending two cards a week?

Nothing is the world can take the place of persistence.

Talent will not; nothing is more common than unsuccessful men with talent.

Genius will not; unrewarded genius is almost a proverb.

Education alone will note; the world is full of educated derelicts.

Persistence and determination alone are omnipotent.

- Calvin Coolidge

2 problems - 2 solutions

2006-10-20T09:45:00.000-04:00

No one returning your calls? No one leaving comments on your blog site? Feeling isolated and unappreciated?

Two suggestions:

1. People will often remember you based on your outside interests (e.g. what you do for fun on weekends). They may either have the same interest or just find you darned fascinating. And if you aren't interetesting or fascinating - get up off the couch and do something!

2. People will contribute to your life and your blog if you provide them a forum for discussion and interface.

Check out http://howlettsheavybreathers.blogspot.com/ and read the comments.

How a photograph can get you remembered (and appreciated)

2006-10-13T08:51:00.000-04:00

Heading to a conference? Trying to find a way to "keep in touch" and "add value" when you follow-up so a luminary speaker remembers you? Rita Bauer is manager of media services at the University of Toronto and is also an international speaker on digital photography. Five years ago, we were presenting at a seminar together and Rita passed along a great idea that I had forgotten until this week. She suggested most speakers at conferences never have photographs of themselves and are appreciative when someone takes to time to follow-up with a frame or two.

I was presenting a Knocking down Silos evening in Waterloo on Oct 3 and received this very nice email from one of the students afterwards. Attached were two digital photos he had taken for my records. I immediately called him and thanked him for his thoughtfulness.

Want to stand out from the crowd? Think about carrying a camera with you to that next seminar.

------------

Dear Mr. Howlett:
First of all I wanted to say a personal thank you for coming to University of Waterloo again after the Science and Business the Driving Force Conference and speak at Knocking Down Silos last week. We as the Science and Business Students' Association had been planning, coordinating and marketing about this event since summer, but it would not have been such a great success without your truly insightful and awakening lessons.
Although the time was brief, it was a sheer pleasure having to chat you one on one and walk with you to your car. You spoke about your upcoming KDS event in November at University of Toronto with the Institute of Medical Science Students Association and I have been promoting this event to my University of Toronto friends ever since. As well, emails were sent to the many accounting professionals I've met and kept in contact with from all the accounting firm information sessions during my first university year. One thing I kept on forgetting mentioning to you actually, was that your friend Mr. Ronnie Tam from PriceWaterhouseCoopers LLP recommended Knocking Down Silos and your to me at beginning of year 2006; it had been one of the main incentives for I to become involved with SBSA and the Conference ever since, having able to get "front row seat" for your speeches.
Is there anything else I can do for you for the time being? I will be updating the SBSA website <www.sbsa.uwaterloo.ca> very soon with the pictures taken at KDS. You are more than welcome to hyperlink our site and use the pictures for your own purposes. For now, there are two representative pictures attached, one is you and the group. Enjoy!

Sincerely yours,
Han Shu
2A Biotech/Chartered Accountancy CIO -SBSA www.hanshu.uwsbsa.ca

"To get you have to give" - or do people consider you a threat?

2006-10-13T08:20:00.000-04:00

In today's Globe and Mail:

"There is a widespread belief that ruthless and self-centred people are the most successful when it comes to their careers. But being prepared to do anything to get ahead does not mean you will succeed in your ambitions," contends Stefan Einhorn, author of the recently published The Art of Being Kind. The author is chairman of the ethics council at the Karolinska Institute in Sweden. He believes that generosity toward others can lead us to succeeding in life because a generous person is not regarded as a threat.

1. "When people do not perceive any competition, they themselves stop competing and instead start to co-operate, which everyone benefits from," he says.

2. Another reason, he suggests, is that if we are generous toward those around us, they will be generous in return.

3. And a third reason to be generous is that we get pleasure from it.

Source: The London Observer

A great phrase for a bad habit

2006-10-10T16:41:00.000-04:00

I just got off the phone with Patricia Diver, Career Coach from McMaster Univeristy. Patricia attended one of my Knocking down Silos events 2 weeks ago at McMaster, and was good enough to follow up.

Patricia commented that most people make the mistake of employing "transactional networking." They assume great word of mouth is generated purely as a result of one or more successful transactions. A great phrase for a bad habit!

In reality, great word of mouth is generated from a) being different b) exceeding client expectations and c) keeping in touch and d) being an "A" friend.

Thanks Patricia!

"Knocking down Silos" as a business development tool

2006-10-05T11:22:00.000-04:00

Many of the industry associates I know use "Knocking down Silos" as a business development tool. Can I show you how to do this as well? It may help you get more sales or receive that great job offer.

If you have been to a "Knocking down Silos" event, you know it is an interactive evening that reviews the basics of proper networking behaviour. Hundreds of people show up to learn how to increase their effectiveness in the business (and personal) world. I use examples from many industries and cultures. Every 20 minutes, people have to turn to the person next to them and ask key questions (e.g. "what's your biggest challenge and how can I help you?). Here is a video preview.

Who would you like sitting next to you when they ask you that question? Then invite them!

1. Download the PDF of the November 2 KDS event. This event is filling fast, please ensure you have registered).

2. Send the PDF to people you either know or wish to get to know better. These could be clients, prospects, key industry people, potential bosses.

You can simply forward the email with your endorsement. Here's an paraphrased email I saw come across my desk 2 weeks ago from Peter West:

“Normally I don’t send out these types of flyers to marketing events, but I will make an exception for Howlett’s talk on networking skills called “Knocking down Silos” He donates the gate to charity and it's well worth the evening.

Here's another on a bulletin board by Jim Love - another "good guy!"

"If you haven't seen Howlett on Networking, you have missed something.He's doing a benefit engagement in Toronto on November 2nd. You maystill be able to get seats. Mention my name. It might help."

OR

You can ask a few clients to come as your personal guests. Of course, you will need to pick up the entry fee. (a small donation to the James Fund).

3. Sit next to your key people and watch what happens.

The best part of this strategy is that even if your people can't make it to KDS, getting an invitation from you lets them know you were thinking about them. (it keeps you top of mind). And that's one of the best ways to get great word of mouth...offering value when you touch someone... being an "A" friend! Below are a few emails that you may get from your clients afterwards.

I really enjoyed Dave's talk and I learned some very useful ways of thinking about how I interact with people. Thanks for sending me the invitation.

I am writing this email to thank you for inviting me to Dave's Talk. It was a wonderful, professional, and enthusiastic presentation in McMaster University last night.

Networking has always been a little scary for me. I always have a hard time knowing where to start and what approach to take. I am definitely going to be giving out more compliments now! Thanks for bugging me to go.

That was an amazing speech Tuesday night. Man, it was as long as a feature Hollywood film! It's amazing that he can find enough content to keep people engaged like that.

"Call these guys...use my name"

2006-09-29T08:39:00.000-04:00

Last week, I was one of the sponsors of Toronto Biotech Initiative's second annual Research to Revenue seminar. This was a forum where CEOs, CFOs and CSOs from the biotechnology sector met to discuss and network to drive through their commercialization strategies.

One of the presenters was by Michael Denny, managing partner of Westwind Partners. Michael is a captivating speaker and had some key messages for anyone trying to gain influence.

- are you interested in being #1 or are you serious about being #1? The difference is self-discipline and execution.

- you should have a memorable pitch that sums you or your company up in one sentence. e.g. Chrondrogene is going to diagnose colon cancer from a drop of blood rather than a colonoscopy. [now that's memorable!]

- Michael told a revealing story about a founder of a new Canadian life science company. He was trying to raise capital from American Venture Capitalists. Rather than the standard cold-calls or unsolicited submisssions, he phoned 2 influential friends in New York and Los Angeles. Both gave him phone numbers of key US VC with the instructions "call these guys, use my name." Concurrently, he also sent out a number of unsolicited submissions to other VCs. None of the latter resulted in interviews or investments but the referred VCs ended up in a "pile-on" of capital as they were all competing to invest in his new company. Same company...different response.

What can we all learn from Michael's presentation?

1. Don't waste peoples' time. Get serious about what you want. When I talk about the 4 attributes of "a good guy" - reliability and accountability is the area many people need to improve.

2. If you can't be first - be different.

3. Reputation matters. Being "a good guy" will open doors and may results in millions of dollars. And it's all about POI> People first, objects second, ideas third.

Sign up for for the November 2 talk - practise these concepts and let's figure out a way to keep Canada's knowledge-based companies in Canada!

Left side - Right Side : Idiot or Hypocrite?

2006-09-19T18:34:00.000-04:00

Becoming "a good guy" or "a good person" is really the essence of good networking.

Do you want a client, friend or associate to be your advocate? Someone to vouch for you? Open up their Rolodex? Pass along your resume? Attach their reputation to yours? Then you need to exemplify the 4 characteristics of knowledge, personality, reliability and altrusim.

On the other hand, if you want to ensure you never receive good word of mouth - just emulate the characters identified in the recent article by Jessica Leeder and Robert Cribb from the Toronto Star
about driving school instructors with unpaid fines and driving demerits.

One instructor argues that his poor driving record doesn't detract from his ability to teach and inspire others:

"When I'm sitting on the right side of the car, I'm a much different person. When I'm sitting in the driver's seat, I'm just like a normal driver," he said.

I have news for you pal...people talk. And if you're preaching one thing in front of your customers and doing something else in your spare time...then you're vacillating between being a hypocrite and an idiot.

Neither of which makes me your advocate.

Lost in Translation

2006-09-15T10:54:00.000-04:00

The purpose of networking is to generate a good impression and have people pass you along the line. But the danger of networking via word of mouth is that sometimes your message gets "lost in translation".

When associates say they they would be happy to introduce me to someone, they always ask:

"What do you want me to tell them about you?"

I always respond:

"Just tell them I'm a good guy, I'm an expert in their field and can I chat with them for about 5 minutes on the phone?"

If you ask your friend or associate to explain too much about you... your message may get lost in translation and you will never get that chat!

I used translate.google.com to give you an idea of what happens if you get your friend to translate:

1. Dear Dave,

Dear dave,
I was wondering if you could introduce me to your associate at GSK? I am a hard working person who has a Masters of Biotechnology degree and has a special interest in toxicology. I would like to combine business and science and perhaps get into a business development role iin Ontario or British Columbia. I don;t want to work in a lab as I find the conditions very boring and they do not challenge me much. I haven't had much success getting people to return my phone calls, I think this is because too many people are applying for these positions. This is really urgent as I need to find some work soon and am getting really frustrated. Please also ask your friend if the hiring cycle is now on. Please also tell your friend that I am enthusiastic and also worked for 5 years with a medium sized pharma company in Quebec where I helped develop some early stage generic drugs.

Thanks, Steve

(translate to Chinese)

2. 亲爱的菲, 不知你能支持我在美推出. 我奋斗的人掌握了技术,特别关心程度中毒. 我把科技企业或进入企业发展的作用和不列颠哥伦比亚省Iin. 我穿上. t要在实验室工作,我感到非常沉闷的情况,我不挑战很大. 我没什么成功使人们回到我的电话,就是因为太多人申请该职位. 这是我迫切需要尽快找到工作,让我很失望. 也请朋友提出,现在雇用周期. 也请告诉你们的朋友,我也积极努力,5年中型公司1049pharma,我培养出一些早期非专利药物. 由于Steve

(translate back to English)

3. Dear Philippines, launched in the United States, if you will support me. I who have struggled to master the technology, in particular concern poisoning. I role in the development of science and technology enterprises or enterprises and the Province of British Columbia, Iin. I wear. T to work in the laboratory, I am very boring, I am not an enormous challenge. I have nothing to ensure the success of returning my calls. This is because too many people for the jobs. This is the urgent need to find jobs as quickly as possible, so I am very disappointed. Please also note that the employment cycle now. also tell your friend, I would make positive efforts to medium-sized companies 1049pharma five years, I was able to cultivate some of the earliest generic drugs. As Steve

Putting things in perspective

2006-09-11T08:35:00.000-04:00

Given today's date - I thought you might want to read a note I sent to my running class. While you are reading it, substitute your current goal for "marathon" and you'll find it helps put things in perspective.

Your outreach Document!

2006-08-24T18:55:00.000-04:00

Whether we are looking for employment or new business, we should all have an "Outreach Document" in our briefcases.

Sample question: "Do you know of any opportunities for me?"

Reaction: "Uhhh...sorry"

Better question: "Can you take a look at this list and see if you know anyone from any of these companies?"

Reaction: "Let me look at your list...OK...my cousin works at this company, my wife's boss used to work at this one and I actually golfed with the CFO from this company last month - I had a great time, although he beat me by 5 strokes!"

Dorothea Schramm and Dave Freeman (both marketing whizzes) are responsible for me being able to offer this Outreach Document for you to use. I have left it in Word format so you can customize it and carry it with you! Thanks Dorothea and Dave. To get you have to give and you both have given generously.

Why doesn't anyone return my email? An article in today's Globe and Mail

2006-08-18T11:21:00.000-04:00

...a new survey which found that 80 per cent of U.S. executives believe they receive too much regular communication every day from both internal and external sources. To cope, they are increasingly looking for ways to filter out non-essential e-mails, voicemail, memos and messages, according to the survey of 237 senior executives and managers....*

Remember to: Pass the POI. People respond best to People, then Objects, then Ideas. No email will ever be as effective as your personality in selling yourself or your product. A warm referral is better than the most effective email.

Want to read the article? Go to www.globeandmail.com and search for "Is anyone really listening?"

An email from a nice person - and my response

2006-08-17T11:49:00.000-04:00

Dear Dave,

My friend, [________ _____] spoke very highly of you and suggested that I contact you. I'm finishing my PhD in pharmacokinetics, and I'm starting my job search. I was wondering if you could give me some names of specific people in the PK/PD field that I could contact? I'm hoping to be able to work in the GTA, but anything, anywhere in Canada would be of tremendous help!

Thanks very much,
__________

Dear ________,

Thanks for your email - I'd be delighted to help you but first, may I ask a favour? Please go to my blog site and read through the postings - starting in March 2006. http://davehowlett.blogspot.com/ They outline my way of helping people (e.g. I can't get you a job, just an introduction, I also can't introduce you to someone unless I know what company you want an introduction to).

I'm afraid I don't know a lot about PK/PD but do have a lot of connections with many different companies in many different industries.

You may also consider coming to one of our huge networking nights this Fall in Hamilton, Waterloo and Toronto (see below). You'll have fun, learn a lot about networking and meet some great people! If you can't make it, I am producing a DVD based on the last 2.5 hour evening - let me know if you want to get one.

And please me know when you've finished your homework!

Cheers,

Dave

Networking Tip of the Week at http://davehowlett.blogspot.com/

Hamilton
Knocking down Silos Networking Night - benefits "McMaster Bread Bin"
September 26, 2006
To register: http://www.mcmaster.ca/ua/alumni/students/
events.cfm#knocking_down_silos

Waterloo
Knocking down Silos Networking Night - benefits "Sunshine Dreams for Kids"
October 3, 2006
To register: http://www.sbsa.uwaterloo.ca/kds

Toronto
Knocking down Silos Networking Night
November 2, 2006 - save the date!

What goes around - comes around.

2006-08-14T07:14:00.000-04:00

Dave talks about going outside your comfort zone. The other day, I pulled a "Dave Howlett" and talked to a stranger...something I had never done before.
I am a senior claims adjuster with over 20 years in the insurance industry.
In 2003, I was transferred from Ottawa to Mississauga and looking for ways to meet people in our Oakville community. I had taken some running classes with the Running Room in Ottawa and thought I could meet some runners through the local Running Room store, but it's not easy to make new friends and I ran alone most of the time.

One Sunday a large group of joggers came up behind me and the next thing I knew, this smiling guy was chatting with me. We discovered we had both lived in Ottawa and discussed places and people we knew. He invited me to run with his group, later I discovered that he was teaching the marathon clinic at the store. It's been 2 years since then, I am on my 5th clinic, one of the group leaders and we have made terrific friends in the Oakville community.

So now I get to "pay it forward" - watch out if you are jogging on your own!

To get, you have to give...how about the gift of a smile?

2006-08-08T08:29:00.000-04:00

Another way of keeping in touch with people (and keep on their radar screen) is something many of us do instinctively ...we send them a joke or a small movie to make them smile. They send this on in turn to friends and family.

Just like everything else though, it has to be personal and applicable. Sending one to a person with a brief header telling them you were thinking of them and that the attachment might cheer up their day...can be very powerful.

Need an example? Go to http://www.geocities.com/dhowlett2004/mypage.html ... listen to the little song about a cubicle. Save it on your computer. Then think about who you can send it to (someone who works in an office?) This way, when you contact them later, you have something to chuckle over...and you gave them the gift of a smile.

I was wondering if you could help a friend?

2006-08-02T11:40:00.000-04:00

Dear Dave,

I have a connection favour to ask...Attached is a resume from a friend of mine who is looking for employment..she is a hardworking and decent person who is truly in need of employment..any employment after the ending of a personal partnership and the resulting turmoil that creates. I offered to email you. I understand if you are not able to assist her with the "famous five" connection you are infamous for! She has a varied background but would love to work for...

Signed Helpful Friend

Dear Friend,

It's great to hear from you! Can you ask your friend to contact me directly please? Between you and me, I have stopped doing a lot of networking for 3rd parties. I have found much gets lost in the translation and sometimes the enthusiasm comes from the middle party, not the person who needs the opportunity or job. (I really see this with parents of kids looking for employment.)

Besides, networking takes courage and the easiest first step is to call someone who is offering to help you. That’s actually my first filter and you would be surprised how many times I never get a call from the person who needed the help (it happened 3 times last month).

I know you understand this type of thing and compliments to you again for your generosity in helping people. Tell her to please contact me with her "wish list" and we'll put the wheels in motion!

Dave

PS Please tell your friend that I’m doing more Knocking Down Silo events this Fall – details are at www.davehowlett.com

Wearing a pin - trying to practice what I preach

2006-07-26T15:28:00.000-04:00

People look for points of commonality with you. Where you came from. The school your kids go to. Whether you own cats or dogs. Even the pin you wear on your suit gives people an opportunity to find out what you do for fun on weekends. That invites conversation and relationship-building.

My wife and I just completed another Ironman competition (you can find our story by clicking on the marathon site at http://www.geocities.com/dhowlett2004/running.html)

And of course....I bought a pin!

Paying it Forward

2006-07-13T08:21:00.000-04:00

Dave, Thanks to you, B's assistant got in touch with me, on instructions from B and asked me to send my resume. In line with your coaching, I sent her an email with my resume asking her as to the career opportunities for someone with my background! I’ll let you know what happens. Cheers.

Warm Regards
MA

Dear MA,

That's great to hear- good luck! BTW - B is a runner training for a marathon, so when you send him a thank you card, you can wish him the best on his upcoming race; or you can even pick out a card with a sailboat on the cover as I'm sure he will appreciate the reference to his Catalina sailboat story. (it's all about get people to remember you and like you).

Thanks for keeping me informed.

Dave

Dear Dave

I deeply appreciate you coaching me on these things; absolutely precious and while I am 100% genuine, the semantics are different. I’ve never been good at this card thing but I am learning from the best. Mighty thanks. Should I send him a card before he talks to me or after?

Warm Regards
MA

Dear MA,

You can send him the card after - remember the purpose of the card is to thank someone for something they did for you (in this case, their time, their advice, their referral to someone else). I have a good friend, Adi Treasurywala, who says in his culture, if someone helps you, a thank is best expressed by helping someone else and using their name in the process. I really like that as well ; it's a "pay it forward" philosphy.

In fact, I just did it by helping you and using Adi's name in the process.

From the 10,000 pile and put into the 300 pile

2006-07-10T08:30:00.000-04:00

Building great word of mouth and developing a network can "scoot your file to the top of the pile"

That file could be your resume. But sometimes it's a business plan and a request for funding from a venture capitalist:

Here is a great article by David Robinson of "The Buffalo News"http://www.buffalonews.com/editorial/
20060709/1043924.asp
Check out especially the last paragraph.

2 cards a week - for the rest of your life

2006-07-07T08:44:00.000-04:00

Make sure the card says "Thank You" on the front.

Sincere: mean what you say
Specific: tell them exactly what you are thanking them for
Succinct: keep your thoughts direct and your handwriting legible
Summarize: include your address and email

We don't accomplish anything in this world alone ... and whatever happens is the result of the whole tapestry of one's life and all the weavings of individual threads from one to another that creates something.
-Sandra Day O'Connor, former U.S. Supreme Court Justice

Got your prospect list?

2006-06-29T09:20:00.000-04:00

Dear Dave,

There is nothing I would like better than to find an entry level IT position which will allow me to develop my software development/systems analysis skills in the banking/consulting/software industries. Any chance you can help me in my search?

Signed, Searching

Dear Searching,

During your job search, do you have a list of companies you are looking for entry to? A prospect list? Banking/consulting/software is too general for someone like me (and most other people) and unless you know of a specific position available, I can't help you too much. A lot of my conversations with job seekers go like this:

Could you please help me with some assistance?"

"Sure! How can I help?"

"I'm looking for employment?"

"I'm afraid that's too general for me, please be more specific."

"I'm looking for a position in marketing."

"I'm afraid that's still too general, please be more specific."

"I'm looking for a job in the pharma sector in marketing."

"Still too general, what company?"

"I don't know."

"Toronto based? Ontario based? Large company? Small company? Private? Public? Generic? Brand?"

"I don't know."

"That's OK, but you are making me (and other people) work too much on your behalf. Pick 5 companies to start with, write them down and start showing them to friends and family. Ask if they know anyone who works there and could you have a conversation with them? Most people response very well to this.

"But who do I know they are the right companies to work for?"

"This isn't a job interview, it's an informational interview. They may reveal this is NOT a company you want to work for. Often these talks result in the person telling you about another company in their industry with another opening. You just have to start getting in front of people and quit just being a resume."

e.g.

Could you please help me with some assistance?"

"Sure! How can I help?"

"Do you know anyone who works at GSK, Pfizer, Altana, Roche or Medical Futures?"

"Sure, I know folks who work in all those companies."

"I'm looking for a job in the pharma sector in marketing; any chance I could chat with one of them and get an informational interview for 5 minutes, or maybe a chnce for a face to face?

"Sure, don't send me your resume, just a one-paragraph outline listing your degree and experience and what you are looking for . I'll send it over to them and I'm certain they would be happy to take your call."

THEN,

1. Use this script:

"Hello, Dr. Brown? My name is Dave Howlett. I am looking to acquire some information into [their industry]; Susan Smith recommended you as someone having insights in this industry and into some opportunities where someone of my background and education could have a fit. I would really love the opportunity to meet with you."

(This gives you an introduction though an associate, it compliments them as an industry expert and accomplishes the purpose of having a meeting with them. Many positions in companies are unadvertised and something may be available. )

Don't forget:

- respect their time - they are busy people.
- make sure you have done research on their company and can speak about their successes and challenges (use news.google.com)
- ask the person you are talking to how you can help them in turn? (just offer it, people are charmed and complimented when you do)
- send them a thank you card (not just an email)
- let the original person who gave you the contact know how the conversation went.
- remember they will open door for you as a person (not as a resume) if they think you will make them look good and not embarrass them in front of others. Be nice, brush your teeth, polish your shoes, be courteous.

I hope this helps!

Keep track of all your Contacts and Leads

2006-06-28T08:02:00.000-04:00

Dear Dave. Hope you are well. I'm starting to realize that my methodology for tracking, archiving, and storing contacts is somewhat limited. I'm just using excel spreadsheets (and my brain); but am reaching capacity :-). I thought I'd ask the expert... Do you a certain piece of software to keep track of contacts etc..?

Signed, K.

Dear K,

Yes, there is a Free edition of Salesforce at http://www.salesforce.com/products/personal.jsp This is a business development tool offered by Salesforce in the hope that this "viral marketing" will get their product into companies. I've used SF for years. It's a follow-you CRM that you can access anywhere (no software) and customize to your needs. Take some time and go through the tutorials as the important thing is to make sure you have the correct fields set up (garbage in- garbage out). They also have a great Stay in Touch feature you can send to people to allow them to update their information. You can also generate pipelines and appointments when and how to keep in touch!

Word of Mouth - Your reputation matters

2006-06-21T20:04:00.000-04:00

Some of you who have attended my "Knocking Down Silos" seminars know that I ask you to write down what you want people to say about you when you are not in the room. In reality, you are writing your own epitaph.

Last week, I was in Vancouver presenting to the Canadian Society of Association Executives and talked about this concept. Tamera Olsen of MBABC related the poignant story of her mother-in-law who is adamant that her tombstone will NOT read: "I kept a clean house."

I thought that was terrific, then Angela Hold of CUFABC chipped in. The inscription Angela wants on her tombstone?

"If you can read this...you're not crying hard enough."

How do you keep in touch so they don't forget about you?

2006-06-07T07:19:00.000-04:00

1. Set up a Google Alert to send you information that they would find interesting
2. Send them an email that a) tells them you were thinking about them b) gives them something of value c) refers to something about them as a person. Keep it short.

Lyndsey knows how to do it well!

-------------------------------

Hi Dave,

I'm in Edmonton right now for a Pharmacy conference, and do not have your regular email address. I was checking my email, and came across an article on networking - and obviously thought of you!

It's mostly what you explained to us during our cycle meeting, but I thought it might still be of interest to you. It can be found at http://www.wwwork.com/corporate/news/
ready_set_hired.asp#FeaturedArticle.

How's the training going? I'm loving this hot weather lately - I find it great for motivating me to get out there and run more often!

LM

There's Millions of Dollars in being "a good guy"

2006-06-05T19:41:00.000-04:00

(overheard by a US Venture Capitalist at BioFinance 2006, in Toronto , Canada)

"Your personality determines whether I invest in your company. Your science determines how much I invest."

Want good word of mouth: Just be Convenient

2006-05-25T11:41:00.000-04:00

Be convenient. Which phone call would YOU return?

"Hi - umm, this is Steve, I got your business card last week and you said I should call you this week to talk. Maybe I'll call back later.
Thanks."

"Hi, this is Steve Ong, it's 9:30 Monday morning. You and I met last week at the BioFinance seminar. I was the gentleman who went to Queens University as well; you and I also talked about John Daley's career as a golfer. Robert, you had asked me to call you this week about some opportunities with your company. My number is ____ - __________ . I'll be in this morning and out this afternoon. If you do get my voicemail, please leave a good time for you and I'll call you back then. I appreciate the chance to touch base with you Robert, again, it's Steve Ong, my number is ____ - __________. Have a great day."

Conversation Starter

2006-05-08T09:28:00.000-04:00

Dear Dave,

I have been trying to network the past couple of weeks and now I have accumulated a lot of phone numbers. However, I am not sure how to call these people and start up a conversation regarding a possible job opportunity. Do you have any advice?

N.

Dear N,

Two weeks of networking should have gotten you a lot more than just phone numbers. If you met them already at a function or seminar, you should know:

- what their greatest challenge is
- what they like about their job
- what they do for fun on weekends

Use any of these to touch base again with this individual and bridge the gap to positioning you as a solution to their needs.

If all you have is a name and a phone number, do you have a name of the person who gave you the number? If so, try this:

"Hello, Dr. Brown? My name is Dave Howlett. I am looking to acquire some information into [their industry]; Susan Smith recommended you as someone having insights in this industry and into some opportunities where someone of my background and education could have a fit. I would really love the opportunity to speak with you for a few minutes."

If people upset you

2006-05-02T07:36:00.000-04:00

Ever get frustrated or upset with certain people? They don't return your calls or emails and you assume this is because:

- you may have done something wrong to upset
or anger them
- they don't like or respect you
- they think they are better than you.

Whenever I feel this way, I think back to the wise words of my friend Pastor Joe Paluschak (he provided counselling to the rescue workers during 911 at the World Trade Towers).

"You would care less about what other people thought about you, if you knew just how little time they spent thinking about you."

To get you have to give

2006-04-25T08:34:00.000-04:00

Oscar sent me a great email on Guy Kawasaki's blogsite on entrepreneurship and networking (see below in comments)

If you cruise through Guy's blog, you'll see oodles of hints, tips and links to other great people and resources.

If you want great word of mouth, be generous in your mentorship and your connections. Watch the hits on Guy's blogsite and you'll see he attracts huge success with his largesse.

Another example of this generosity is the assistance I've received from an Ellusive Fish. Rob shot me an email after he reviewed WOMBLOG and gave me some suggestions on linking.

Hide your knowledge and release it only when the purchase order is written, you'll be one of the crowd.

Share your wisdom and you'll gain that most valued description: "he's a good guy" or
"she's a nice person"

WOMBAT: it's not always about the product

2006-04-21T17:50:00.000-04:00

[an actual email received by an associate of mine]

Dear _____________,

Today, I received your thank-you card. Thank you for this extremely kind behaviour which is very rare to find in this decade and in this continent. As I mentioned in my previous e-mail, I am also looking forward to cooperate with yourself and develop more business.

Signed

[senior executive from _________with previous experience in Europe and the Middle East. ]

What's the secret to goal setting?

2006-04-21T12:07:00.000-04:00

Here's an email from one of the people on my running clinic:

On March 15, 2005 at my yearly physical my doctor told me to lose 60 lbs. She indicated that my 226 lbs was not ideal and I should be between 160 and 170 for my height. I told her I haven't weighed that since maybe grade 8 but I was now on a mission. I began training (swimming, biking and running) on March 16th and signed up to do an Olympic Triathlon in Sept. 2005. I completed my Triathlon goal and this year's goal as you may have figured out is a marathon. Over the past year, I've worked hard in terms of exercise, no so hard in terms of diet, but that's next. Anyway, yesterday was my yearly physical. Time to hit the scale and see was the year of training and getting off my a$$ did for me. I'm happy to say I'm down 49 lbs and now weigh 177lb. I have 7 more to go, but I know that it will happen. With the weight loss has come many benefits. I'm sick much less often, I can keep up with my 4 kids, and I'm just generally happier.

What's the secret to goal setting? Just write one out. Print it out. Draw a line in the sand. Make a deadline. Tell all your friends. Hang around good people.

Sure...we may stumble but better to have loved and lost than never to have loved at all.

Not just another branch office

2006-04-17T08:58:00.000-04:00

So what's the secret in getting people to return your call? How do you stay "top of mind" so people remember you?

About 10 years ago, I had to make a trip to a local shopping mall. On my way back to the car, I came face to face with a parked truck. "Baldy's Tree Service" was prominantly painted on the side. My first reaction was "that's a funny name for a business". Around the front side of the truck, a guy was trimming shrubbery.

I struck up a conversation with him and asked him if he worked on residential homes. Turned out he did. Then I had to ask about the name. He mentioned that originally Baldy was just a nickname but his customers said it was a name they found easy to remember.

Rod's been back to my property 4 times in the last 10 years doing treework.

He's conscientious about tidiness, shows up on time and seems to do a good job. I've never really shopped around for another quote because it's so darned easy to remember to remember "Baldy's."

Sometimes you don't have to be better than your competition, just different enough to stay on someone's mind so they think of you when the need arises.

So how are YOU different?