This excerpt from the book WORK SMARTER is being

distributed to selected individuals to collect opinions,

critiques, and other suggestions.

Certain portions of the book have been intentionally

omitted and will not become available until the final
version, currently being edited.

Do not copy, reproduce, or share any part of this book

without express written authorization from the author or
publisher.

2022 © Yhan Lowes. All rights reserved.

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 WORK SMARTER

Preface

This book is here to share with you the secrets of a

successful, stress-free career: the essentials for climbing the
ladder and hitting the gas pedal on your journey through
the business world; the tricks that you wish someone had
told you to get promotions and raises without hassle; what
no one will teach you; and what you will learn for yourself
in the long run.

This is paradoxical because it’s actually very simple:

 Three fundamental principles to master,

 A couple of techniques to practice,
 A handful of tools for perfecting yourself.

As I’m writing this book, it’s been fifteen years that

I’ve known these principles, practiced these techniques,
and used these tools.

And in each business that I’ve been a part of, I’ve

inspired either admiration or fear—and sometimes both—
from everyone (and that goes for the CEOs as well). I’ve
never formally requested a raise, but I’ve always received a

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 WORK SMARTER

generous paycheck that has grown substantially and

effortlessly.

I’ve visited fifty-two of the world’s countries, met

extraordinary people, and shared unimaginable
experiences. Today I’m the CEO of a multimillion-dollar
business and I use the same techniques to gain the respect
of clients, suppliers, and business partners alike.

I sincerely hope that the few lines in this book can

give your career a new direction, just as they have
transformed mine.

Happy reading.

Note: The author uses a direct conversational style where

“you” means you as a single reader. Elsewhere, you may
come across some expressions that may seem rude. Please
do not take them personally, and more, do not feel offended,
as the author is very respectful of readers. Just keep in mind
that he dearly wants to see you move up professionally and
because he wants to push you to your upper professional
self, he may chock you from time to time. Thanks for your
understanding. We wish you again a happy reading.

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1st FUNDAMENTAL PRINCIPLE:

KNOW YOUR BOSSES’
INTERESTS

It’s a business. Not a governmental institution.

Not a charity. It’s a place where the primary elements
at play are interests.

From this moment on, if you wish to advance

your career, the principal thing to do is to seek out and
understand the interests at play.

Keep in mind that the interests we’re talking

about can range from the very simple to the extremely
complex. From the very noble, to the less reputable.

And, no, the corporate world isn’t a garden

sprouting naïve and innocent little flowers. It’s a
universe whose reality (sad or happy as it may be) lies
on the border of interests and power.

A business is like a miniature country. So, if you

don’t like politics, or are disgusted by the things
politicians do, then I have excellent news for you—you

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 WORK SMARTER

will end up bitter, stuck in a small office at the back of

the bus, and above all, poor.

That’s not to say that you should compromise

your beliefs, but rather that you should be aware of the
reality in which you find yourself. And in this case, that
reality revolves around interests and power. Realize
that you can be cognizant of this in your interactions,
especially with the people that have power and make
decisions, all while respecting your own values.

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 WORK SMARTER

2nd FUNDAMENTAL PRINCIPLE:

KNOW WHO HAS THE POWER

In business, as with politics, the more we

understand the power structure, the better our chances
of getting a seat in the inner circle.

Let me introduce the different powers in place.

The Royals: They’re immediately recognizable

and possess an unambiguous authority. Most of the
time, they are your CEOs, your presidents, and the
directors of important departments. They do the
signing-off. They call the shots. But be careful; some
Royals aren’t part of the official chain of command,
although their authority is nevertheless clear and
manifest. They can make or break others, and everyone
knows it. Remember that Royals never hide, that
they’re out there in plain sight, more or less arrogant,
and you won’t have any trouble figuring out who they
are.

The Opposition: In a business, there’s always a

person or group of people that play the role of the
Opposition. This could be an organization, a handful of
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 WORK SMARTER

critics, or just a pair of individuals that share a different

perspective. However, the Opposition can also be subtle
and discrete: people that are clearly not on board with
how things are being run, but don’t dare to speak up
out of fear of losing their jobs or other advantages.
Whatever the form, keep in mind that there’s always an
Opposition in place. It’s up to you to discover it.

Untitled Leaders: Between the two great forces

that are the Royals and Opposition, there’s another
generally discrete but efficient and powerful category at
work: leaders without an official title. Untitled Leaders
aren’t officially part of the chain of command, and you
can find them within every level of the hierarchy, as
well as amongst the workers as the managers. For all
these reasons, it takes a watchful eye and a lot of time
to figure out who they are.

But here are a couple of clues that can help you

identify more quickly all untitled leaders around you:

The Ancients: These folks’ powers come from a

long history of employment and company
loyalty. It’s the case of the coworker that was
amongst the company’s first hires, or has been
there since the business was founded, and has
shown the founders loyalty and support since the
very start.
The Prodigy: The power held by these folks
comes from an extreme social intelligence or
aptitude. We don’t see what they’re doing that’s
particularly extraordinary, but they come up
regularly in important meetings and

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systematically benefit from advantages when

there are any to be awarded.
The Lackeys: Their power comes from services
discretely rendered to the Royals. They are the
coworkers whose position isn’t really clear, but
they are, nevertheless, there. In reality, they’re
there to discretely observe and report what’s
going on to the bosses. They dirty their hands so
bosses don’t have to. This is who’s helping cover
up the bosses’ extramarital affairs.
The Nepotees: These folks’ power comes from a
personal relationship with one of the Royals. The
boss’s son or daughter, the CEO’s mistress or
lover, the director’s nephew or little brother.

The Ancient, Prodigy, Lackey, and Nepotee are

all Untitled Leaders. Understand that they
systematically benefit from a form of immunity and
respect that shelters them from turbulence.

You don’t see them in large numbers; they are

more or less hidden, and are generally courteous and
respectful. They have a nice, little, sheltered niche
where they live in tranquility and don’t meddle with
things that don’t concern them. But remember, they can
never be fired and almost never blamed.

So, if you gave me a penny for my thoughts, I’d

advise you to never blindly follow them across a shaky
bridge. Because if shit hits the fan, they will come out
clean. Yes, life is unjust.

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 WORK SMARTER

And if you offered another penny, I’d say to

never attack an Untitled Leader. They seem inoffensive
on the outside, and never attack first, but if they sense a
real danger, you’re dead.

Note: Of course, those we didn’t consider in the

above categories are the people (the livestock). It is a
group of people who can possess different titles and
salaries, and whose opinions regarding the workplace
can be just as vocal, firm, and affected as political
views, but they ultimately have no power to effect any
change therein. They are totally inoffensive and won’t
help in matters concerning the advancement of your
professional career. These are who we sacrifice in
times of crisis or if war breaks out amongst people in
power. So, you can simply ignore them, and, above all,
if you have professional ambitions, don’t become one
of them!

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 3rd FUNDAMENTAL PRINCIPLE:
UNDERSTAND THE
IMPORTANCE OF POLITICS IN A
CORPORATION

I’ve mentioned that a business is like a miniature

country. And, as with all countries, to have power, you
have to get involved in politics.

But you might think: I’m in business, what does

politics have to do with it? What purpose does politics
serve in business? Why get involved?

You know, in business, as in politics, it’s good to

seek power. Moreover, I strongly encourage you to
give it a go, for some very fundamental reasons that
we’ll look at in the following lines.

In business, if you don’t associate with those who

hold the power, there’s a series of difficulties that
you’ll be confronted with:

 You’ll have trouble getting promotions,

raises, and other benefits.
 WORK SMARTER

 Regardless of all your hard work and

enormous effort, even after several years of
work, you won’t receive recognition from
your superiors.
 Your points of view and proposals, no matter
how well-founded and interesting they are,
won’t be given consideration.
 You’ll struggle to obtain the resources
necessary to do your job correctly.
 You’ll spin your wheels attempting to obtain
even the things that you deserve, like
performance-based bonuses, commissions,
vacation pay, or time off.

Sound like quite a bit? Perhaps you’ve already

experienced something along these lines.

Maybe you’ve already made it to the company’s

inner circle, but your boss takes advantage of you.

Do the powers in place take your suggestions

seriously?

Or does someone restrict your budget and prevent

you from working properly?

Or maybe another director seems to have it out

for you and tries to sabotage your work.

Otherwise, maybe everything’s been going

swimmingly, just until trouble arrives with paying your
commissions after you’ve met, or even surpassed, your
targets.

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 WORK SMARTER

Or maybe the directors won’t let you roll out the

program you’ve designed, and you want to steer their
heads in the right direction.

And what action are you taking to mitigate this?

Oh yes, each year, you receive satisfaction for a job
well done, and, by the grace of God, if your superiors
are satisfied, you go ask for a raise. And you innocently
hope that you’ll get that raise because you’ve worked
hard.

Wake up and open your eyes wide: the people

with the huge salaries and all the benefits aren’t the
ones who work hard; they’re the ones working smarter.

Or, you know, do the alternative. Work like a

dog, find yourself carrying more and more
responsibility, until the point where you’re doing the
work of several people.

And with that comes general fatigue, chronic

pains, frequently feeling ill. You spend money to go to
the doctors, and they don’t see anything wrong. It’s
called workplace stress, and it’s an illness. It’s not
going to kill you. It will just reduce your work
performance, damage your personal life and eventually,
you’ll simply lose your sexual appetite.

Sound fantastic? Then continue to work like that.

Otherwise, let’s move on.

The good news is that this guidebook is going to

show you, very simply, how to work smarter—so that
you can get raises, paid vacations, months of vacation
time, and other benefits that make life worth living.

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 WORK SMARTER

Some of it you already know but could need a

good kick in the ass for a reminder.

Other things you know are good but will tend to

neglect because you don’t realize how much they can
actually boost your career.

And above all, you will discover new, simple,

and very effective techniques to hit the gas pedal on
your career path. More on that very shortly.

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 WORK SMARTER

A FEW TECHNIQUES FOR

UNDERSTANDING THE
INTERESTS AT THE HEART
OF YOUR CORPORATION

People are selfish (in general). They only care

about what matters to them. Even you. If you’ve
chosen to read this book, if you’re agreeing to sacrifice
a little bit of your time, it’s because this subject (your
professional career and the financial stability it can
bring) is very important to you.
The good news is that you can take advantage of
this very human selfishness to bring about an incredible
evolution in your career.
How? Start by taking an interest in things that are
important to others. And by others, we, of course, mean
your bosses, coworkers, and any other person that has
power within your company.
In practice, we can approach this using a variety
of techniques. But there’s one that I have a particular
soft spot for: ASKING.

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 WORK SMARTER

Yes, ask. Simply ask.

Why torture yourself with speculations when it
suffices to just ask. Go talk to people and ask what
their interests are.
But who? Who should I ask? Who’s going to
give me insight into what interests are at play within
my company?
Let’s go back to the different kinds of people in
power. The Royals, the Opposition, and the Untitled
Leaders. Them. Go talk with them and ask questions.
Sure, they could be intimidating the first time.
But believe it or not, they’ll be happy to respond. It’s
like sex. The first time you had some apprehensions.
But after the first orgasm, you realized that it was
pretty simple . . . and not half bad.
In fact, they hope that you’ll be coming to ask
them questions. Leaders are leaders because, in one
way or another, they’ve taken an interest in the
business. They expect associates to take the first step,
and at the same time, no one dares. So be the first.
Simply because you’re the only one who dared try, it’ll
give the impression that you’re interested in the well-
being of the company. And from that point on, foster a
relationship of trust between you and the people in
charge. They’ll start to pay attention to you, and that
works well in your favor.
Alrighty, ask stuff, but what?
Ask about personal interests, their research, what
they enjoy doing, what their passions are, the
business’s goals, immediate priorities, what the most
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 WORK SMARTER

important aspects of the job to get done are. Ask what

you can do to help them, to make things easier, to
lighten their load, how you can contribute to their
promotion within the business. Etc.
For example, here’s an email from back in the
day that I sent to our newly arrived director:
Hi, Mo,
Thanks for all the support you’ve given since
your arrival. It has been a constant help.
I’m still in Boston, and …
“This portion of the book will become available in the
final edition, currently being edited."
That’s how showing interest in others (still
talking just about your bosses) pays back double, much
more than if we invest the interest in ourselves.
So, if you want to evolve, stop being self-
centered and get your head out of your own ass. Slide it
out gently and start to take interest in the challenges
faced by your superiors and coworkers, and the goals
of your business. You’ll gain much more in return.
Seem strange? That’s the law of give and take—you
have to give to receive.
Once you’ve got a good handle on your bosses’
interests, consider what’s important to them while you
go about your work. Do what’s possible to position
yourself as the person that helps realize what they
value. From that moment on, your bosses will have a
newfound appreciation for you. They’ll be grateful in
return, and facilitate your career advancements.

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 WORK SMARTER

If you engage in conversations, bring up their

personal interests from time to time. Try to steer the
conversations around what they like to talk about or their
passions. And if you happen upon some common
interests—jackpot. You’ll immediately become friends.
If not, see if they have interests that you can start to
take up.
But most importantly, above all, be sincere. If
you’re not, if you’re just working on your next raise,
it’s bound to come out sooner or later. Leaders are
intelligent people, not con artists. So don’t try to run a
scam. Do it right. Use the heart.
“This portion of the book will become available in the
final edition, currently being edited."

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 WORK SMARTER

BONUS: TIPS FOR STUDENTS

AND PROFESSIONALS THAT
ARE STARTING THEIR
CAREER

You’ll never have a second chance to make a good

impression.
—David Swanson

Make your resume shine

Learn early on how to make a great resume . . .
then have it revised by a teacher/mentor that can help
you really make it shine.
Get the top companies in your field on your
resume, at all costs.
If the opportunity strikes to work for one of the
top businesses in your field, don’t hesitate an instant. If
a well-known company wants to recruit you, or an
international corporation wants to hire you, don’t
hesitate. Even if it’s a non-paid internship, or the salary
sucks. It’s always a good deal. Even a simple

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internship. Even if it’s scrubbing toilets. Take the

plunge.
This will associate your name with well-known,
established businesses. People tend to respect that. It’s
called growing your reputation, which, believe it or not,
counts for a lot. Humans are easily influenced by
appearances.
Birds of a feather—and having the feathers of the
most prestigious companies on your resume will do a
world of good for your career.
If you want the respect of an eagle or falcon, stop
flying with the pigeons.
Enrich your academic journey
Get the top universities in your field on your
resume. A small diploma from a prestigious university
does more than a prestigious diploma from a small one.
More and more prestigious universities,
throughout the world, are offering summer courses that
allow you to obtain a certificate online. Apply to the
best ones each year (or every two years), and make the
arrangements.
If your means are limited, if you have to pay out
of your pocket, and if you don’t have any scholarships,
avoid the Ph.D. It’s unnecessarily expensive and the
return on investment isn’t guaranteed.
And in particular, avoid shady universities that
offer any online Ph.D. or MBA programs. See-through
the flashy diplomas. You’ll invest thousands of dollars,
loads of time and energy, only to realize that once
you’ve got it, your diploma isn’t worth much.

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Instead, focus on the prestigious universities. Get

a certificate or attend summer programs. This gives a
much better return on investment.
Workplace Conduct
Show good workplace conduct and be polite.
Make coffee for your boss. Often. It provides an
opportunity to socialize.
Photocopies? You’re the man. Do it well. And
smile. Show them that they can count on you for the
little things, and when bigger ones come along, you’ll
be someone they consider. That’s a good start.
And more generally, don’t hesitate to do any
small task. It doesn’t cost you much, and it creates a
moral debt between you and your boss. They’ll be
more likely to return the favor in the future. The more
you help, the more difficult it becomes to refuse your
future requests.
Develop your skills
Don’t forget to actually grow your technical
skills.
Research, go online, register accounts on training
sites.
And above all, work. Don’t scam—that’ll catch
up to you one day. Practice makes perfect. So do what
work that you’re given. Do it well. Do more. Do it very
well. Strive for excellence. Even if your salary is shit
right now. Do it like they’re paying you like a movie
star.
Believe in the power of your higher self.

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 WORK SMARTER

If you are a believer, send out prayers and

blessings for your ingrate boss. If you don’t, focus on
positive thinking. And stop hating on successful
coworkers. If you pass the time criticizing the bosses,
you will never become one yourself.
Always remember, even if they’re not treating
you right, just learn whatever lesson you can get out of
that experience, as this is getting you prepared for
when you’re a boss a few years down the line.

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ABOUT THE AUTHOR

As a business strategist and life coach, Yhan loves

helping others implement the necessary changes to attain
excellence and wealth.

He attended the National Polytechnic Institute in

Ivory Coast and was awarded several certificates from
tier-1 educational institutions, namely the Harvard
Business School and the London School of Economics.

Yhan has spent the past fifteen years working for

businesses ranging from small companies to
international corporations, and in industries such as
telecommunications, mobile financial services, and
gaming.

He is currently the CEO of OMNITOUCH, a

global corporation that operates in entertainment,
business consulting, and education. He is also the
Chairman of several non-profit organizations that
advocate for Black Excellency.

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