1. Building Relationships with Non- Actuaries Daniel Pender Friday 21 May 2004

2. Building Relationships…….. Definitions Build To create and develop something over a long period of time. SOURCE: CAMBRIDGE ENGLISH DICTIONARY Relationship The way in which two or more people feel and behave toward each other.

3. Building Relationships…….. Why?  Knowledge  Communication  Creativity  Productivity  Happiness!

4. Building Relationships…….. Trust  Ethos - Pathos - Logos  Understand the individual TRUST COOPERATION Win/Win Respectful Defensive Practical tips

5. Building Relationships…….. Communication  Seek first to understand, then to be understood  Two ears and one mouth Practical tips

6. Building Relationships…….. Integrity  Personal integrity Practical tips  Humility - admit mistakes! The smaller the mind the greater the conceit. AESOP  Reliability

7. Building Relationships…….. The small things count  …….and some more than others  Ethos - Pathos - Logos Sometimes when I consider what tremendous consequences come from little things… I am tempted to think… there are no little things. BRUCE BARTON Practical tips

8. Building Relationships…….. Humour  Smile Practical tips

9. Building Relationships…….. Clarify expectations  Prevents misunderstanding  Requires courage Practical tips

10. Building Relationships…….. Make people like you  Become genuinely interested in other people  Smile  Remember to use other people’s names  Encourage others to talk about themselves  Talk in terms of the others person’s interests  Make the other person feel important - and do it sincerely SOURCE: HOW TO WIN FRIENDS AND INFLUENCE PEOPLE Practical tips