Once upon a time, not so long ago, Ken and Candis worked in two different worlds. Ken was consulting with entrepreneurs and growing companies, focused on marketing, sales and growth strategies. Candis worked in computer sales and marketing for years and then career shifted to consulting with F200 companies on creative strategies.
Like everybody, we knew intuitively that relationships were the key driver of business success – yet, as much as we knew this, we never really gave it a lot of thought. Like most people, we simply tried our best to manage our business relationships because we knew how important they were to our success. We did some of our best business with clients we liked. Sometimes we’d talk together about the issues we had figuring out how to do business with clients we didn’t like.
Each of us worked in various sales and marketing situations, inside companies big and small. We often discussed how difficult it was for people inside and outside these companies to make relationships work well. And, regardless of their frustration and desire, people seemed to be at a loss as to what to do to make business relationships better.
In 1995, Candis joined SynecticsWorld, where she learned the inner workings of communications as applied to group innovation. The common sense, straightforward insights and tools were the keys that helped people work together. In Synectics, the idea was to use these tools so people could collaborate to create new ideas and products. As she watched her clients pick up and use these secrets immediately, Candis realized how powerful these tools are.
Ken quickly grasped how these insights and tools could work beautifully to build effective business relationships. Voila! We combined these communication tools and techniques with our first-hand sales and marketing experience. How To Who was born.
We synthesized our combined 60+ years of business experience with organizations large and small – from Fortune 200’s to Start-up’s. We figured out how to hone these powerful tools into easy-to-understand guidelines for how to build relationships that really work.
We shared these tools with clients in sales workshops, consulting projects, and in coaching sessions. In the process of our client work, we develop a system to analyze, prioritize and manage the myriad of relationships people have. Through this work, we learned how to refine the concepts, to keep them straightforward and simple.
Now they are honed and ready for you to learn on your own.
Discover the How To Who skills and strategies you can use to strengthen, leverage, and monetize relationships in a genuine way. Find out how viewing your business through the Lens of Relationships will develop and improve your business.
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Who to Who Toolkit
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Candis Stevenson Cook
About the Principals
Kenneth J. Cook – Co-Founder
In addition to How to Who, Inc., Ken founded Peer to Peer Advisors (the largest independent peer advisory board services company in New England). Prior to that Ken spent 25 years consulting with high growth and middle market companies, focusing on marketing, sales and growth strategies. During his private consultancy, he was one of four consultants that Inc. Magazine contracted nationally to work with the Inc. 500.
In addition to How to WHO: Selling Personified, Ken’s writing includes The Wisdom of Our Peers; The AMA Complete Guide to Small Business Marketing; The AMA Guide to Strategic Planning for Small Business. His monthly columns are published in multiple city business journals
Ken has spoken at Inc. Magazine Conferences, National Innovation Workshops for The U.S. Chamber of Commerce, and for Fortune 500 companies, including IBM, AT&T, NCR and Verizon.
He worked with The Department of Defense as a Senior Consultant in their Mentor/Protégé Program, and was a former adjunct faculty member at Boston University and Wright State University’s Management Education Centers.
Ken is a graduate of Santa Clara University.
Candis Stevenson Cook – Co-Founder
Candis had 13 years experience at Synecticsworld, Inc. in strategy, group creativity facilitation, consumer insight research, new product invention, and business process innovation. She developed the Synectics Leadership Coaching Program. Her clients included IBM, Nabisco, Burger King, HBO, and Bank of America.
Before Synecticsworld, Candis held a variety of sales and marketing positions during 19 years in the information technology industry – sales, sales management, channel strategy, PC product management, corporate positioning and strategy, and global technology planning.
Candis has guest-lectured at the Harvard Business School on the group creative process. She was a member of a Harvard Business School research team studying factors that influence team effectiveness and creativity. [August 2002 Harvard Business Review, “Creativity under the Gun” and The Progress Principle, by Amabile & Kramer, 2011]
Candis graduated from Cabrini College (Radnor, PA) Summa Cum Laude, with the Psychology Department Award for Excellence.