Expert confirms it's who you know 

CHRIS CLAY 

Feb 29, 2004 

The old adage for getting ahead in the business world is "it isn't what you know, but who you know." 

However, working professionals who want their careers to reach their full potential should focus on how they got to know who they know, according to business coach Jody Eagen. 

"Clients don't know what (their business contacts) do in their day-to-day jobs but they sure know how to rate the service they receive up front," said Eagen. 

"My gut tells me 60-70 per cent of people's success comes from how they interact (with others) rather than the work they provide. It's amazing how people don't manage their careers. Who you know is important, but so is who's promoting you behind closed doors." 

Eagen, president of Edge Associated, was at the Mississauga Board of Trade office Thursday morning as part of the Made In Mississauga Seminar Series. 

"Human nature is to be drawn to what we're good at rather than learning essential skills like how to communicate efficiently and how to interact with others," he said. 

Eagen went on to say the number one communication problem is people tend to interact in a way that makes them feel comfortable, rather than focusing on what works for others. 

To highlight this point, Eagen administered a simple test which broke the audience down into four distinct personality types. He then explained some of the communication problems the four groups have as well as a list of tips when speaking with them. 

"People can, with practice, ascertain quickly what type of personality they're speaking with. 

"How they dress, how they communicate, all these things come into play," he said.