Wednesday, April 16, 2008

Turning failure into a lasting memory.

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.

Wednesday, March 19, 2008

"But this one was a no-brainer."


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

Tuesday, March 11, 2008

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

(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."

Friday, March 07, 2008

Feedback from an RHB!

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

Wednesday, February 27, 2008

Guys and Girls


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!

Thursday, February 14, 2008

Keep your pipeline filled


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

Monday, December 17, 2007

Thank-you Cards - Feedback from the Field


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

Tuesday, November 20, 2007

Let's Help N. out!


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.

Thursday, November 15, 2007

KDS Target Market and the thoughtfulness of others




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.

Thursday, November 08, 2007

RHB Sightings!

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!

Monday, November 05, 2007

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


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

Tuesday, October 16, 2007

He was a "good guy"

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.

Monday, September 24, 2007

Culture Clash - let's help H out!

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!

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***

Wednesday, September 19, 2007

Mississauga Knocking down Silos Continues!





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

Friday, August 24, 2007

Let's help Sharon out!

(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.

Friday, July 20, 2007

Good enough 500 years ago - good enough today!





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!

Wednesday, June 13, 2007

Build your Rolodex Fast - and for a good cause


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?

"More men become good through practice than by nature"

Democritus of Abdera