This is why I am delighted to share an extract from a new book called ‘Relationology: 101 secrets to grow your business through the power of relationships‘. It is written by a good friend of mine, Matt Bird, who spends about half of his working week helping partners in the Big 4 firms generate significantly more business via their relationships. In the other half of his time, he is a philanthropist who has raised millions for good causes and whose charitable work has received commendations from successive British Governments and Prime Ministers. Most recently he founded The Cinnamon Network which has received an award from David Cameron. You could say, he has worked out how to have a career and a life!
What I really like about the book is it shares 101 ‘secrets’, which are easy to digest. You can either read the book in one sitting, or take your time and dip in and out of the book. To help you implement the 101 secrets, Matt gives you a suggested action point. Let’s handover to one of the secrets in the book:
Secret 97: Personal prosperity
In the early years of our careers the focus is on becoming technically excellent in our chosen craft. The further we progress in our careers, the more we begin to realise that our technical ability is assumed. If we were technically deficient or unable to grasp new skills swiftly we would no longer be in the job. At this point some people hit one of life’s glass ceilings until they realise that their future career progress is no longer based upon their technical excellence but upon their ability to get on with people.
The Dale Carnegie Institute has undertaken research studies in multiple industries which demonstrate that ‘about 15% of financial success is due to technical knowledge and 85% is due to skill in human engineering.’
Your career may have got underway on the basis of your education, qualifications and intellect, but whether you reach the top will largely depend upon your relationology. Just how well do you get on with, read and respond to people? To what level have you developed your leadership, influencing and negotiating skills? Remember the way on in your career will not be the same as the way into your career.
So no matter what IQ you have been given, if you want to succeed in your chosen vocation, work at developing your EQ (Emotional Intelligence). Intentionally develop, practice and master your:
- Social awareness
- Social mastery
The quality of your interpersonal relationships is possibly the greatest determinate of your vocational success and personal prosperity.
Maybe it’s a little crass, but the saying “Your network determines your net worth” does at least highlight this important truth.
ACTION: The first business benefit of relationships is personal prosperity. What could you do this week to make an investment in the development of your emotional intelligence?
Matt Bird helps leaders and organisations build the relationships needed to achieve greater success. He is the creator of Relationology and works as a keynote speaker, trainer and coach specialising in new business development and client relationships. This blog is an extract from his new book ‘Relationology – 101 Secrets to grow your business through the power of relationships’ available now from Amazon