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Maximising business success: does it depend on IQ or EQ?
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Monday, 26 May 2008  
 
 
In professions where high levels of IQ are a requirement for entry, emotional intelligence (EQ) is a more powerful predictor of success than IQ, explained Jeremy Davis, Blue Sky Professional Development at the Melbourne Chartered Accountants Business Forum today. 
 
EQ can be defined as the capacity to optimise relationships with yourself and other people.  
 
“Business styles are the way in which people behave in a business environment. Developing an awareness of your own style, as well as the styles of others, can help increase your EQ and produce better business outcomes,” said Mr Davis.  
 
Business styles can be divided in terms of ‘pace’, the speed in which a person moves in the business environment; and ‘focus’, where a person focuses most of their time and energy.  
 
Business styles include:

  • Fast pace, task focused: recognised by being very direct, forceful and decisive
  • Fast pace, people focused: seeks out and develops relationships, makes quick ‘gut’ decisions, speaks very quickly, may use double barrelled questions
  • Slow paced, task focused: recognised by being analytical, detail orientated, speaks slowly and may pause for a long time before responding
  • Slow paced, people focused: seeks consensus, agreeable and cautious about change.
Mr Davis explained that by developing self awareness of your own business style and other people’s business styles, professionals can increase their level of EQ. 
 
“For example when dealing with a highly tasked focused person, focus on what will help produce the desired end outcomes. When dealing with a people orientated person, to get their buy in, ensure that you consider how any decisions will affect the relevant stakeholders. 
 
“This technique will maximise the opportunity of achieving a better business outcomes,” said Mr Davis.