In today’s fast-paced business world, the key to long-term success often lies in one thing: building strong, authentic client relationships. Whether you’re a leader, consultant, or service provider, earning trust, establishing credibility, and demonstrating empathy are essential to staying ahead. But here’s the question: does your personality—extroverted or introverted—play a role in how effectively you form these vital connections? Could it actually influence your path to success?
The Myth of Extrovert Superiority in Networking
There is a long-standing belief that extroverts, with their social ease and outgoing nature, have an advantage in networking. They may find it easier to strike up conversations, making new connections and engage large audiences, which can also be an asset in presentations and business development meetings.
On the other hand, introverts bring their own strengths to the table.
Susan Cain’s book “Quiet: The Power of Introverts in a World That Can’t Stop Talking” explored how introverted people, often excelling in one-on-one interactions and active listening, can excel in deep, meaningful conversations. This capability can in turn foster strong, lasting professional relationships based on understanding and mutual respect.
Meanwhile, PwC’s “Trust in US Business Survey,” published in 2024, reveals that 93% of business executives agree that building and maintaining trust improves the bottom line, highlighting that trust and credibility—rather than sheer sociability—are the most critical factors in effective networking.
So, while both extroverts and introverts bring unique strengths to client relationships, what is the key to standing out and building lasting success?
Jonathan Goodman, the global chair of Monitor Deloitte, and vice chair and member of the Board of Deloitte Canada, believes that understanding one’s strengths and limitations plays a significant role in professional success.
The Role of Self-Awareness
As Goodman explains, “The know yourself part of it, I do think travels through the way you express the best version of you, which for some it’s going to be as an extrovert. For others, it’s going to be an introvert. And in that instance, it’s don’t try and be something that you’re not.”
Rather than favoring one personality type over another, the key to building strong client relationships lies in moving beyond these labels. It’s about leveraging your natural strengths while being mindful of your areas for growth.
“Extroverts and introverts have to think about both their strengths and weaknesses, both natural and specific, to produce the outcome [they want], but there isn’t only one way,” Goodman continues.
Self-awareness is key, and it can be developed through simple but effective actions. For example, extroverts can focus on listening more actively in conversations, allowing others to speak without interrupting, to build empathy and a deeper understanding of clients’ needs. Introverts can practice initiating more networking opportunities in smaller groups, helping them build comfort in diverse settings while staying true to their strengths in one-on-one interactions.
This aligns with research from Harvard Business School, which highlights that emotional intelligence—including self-awareness, empathy, and authenticity—is crucial for effective leadership and relationship-building. Leaders with high emotional intelligence are better equipped to manage stress, deliver feedback, and collaborate with others, fostering trust and creating meaningful connections with their teams and clients.
Studies indicate that emotionally intelligent leaders significantly enhance team performance and client relationships. A study from Harrisburg University found that emotional intelligence plays a pivotal role in managing follower relationships, which is crucial in project management contexts where leader-follower dynamics significantly influence project outcomes and client satisfaction.
Investing in self-awareness and emotional intelligence development is therefore a strategic approach for professionals aiming to achieve greater success in their careers.
“Strong relationships are produced on the basis of trust,” says Goodman. “Trust is typically the result of some combination of being reliable and credible, having integrity, being consistent, but also kind of low ego and high empathy. It’s not about you. It’s about the other person.”
Another powerful strategy is seeking regular feedback from colleagues and clients. Extroverts might ask for input on their presentation styles or how they engage in large meetings, while introverts could ask for feedback on how they can build rapport or make their presence more felt in team discussions. Regular reflection, journaling, or even mindfulness practices can also help professionals tune into their emotional responses, making them more intentional in their interactions.
By focusing on emotional intelligence and authentic self-awareness, professionals can forge deeper, more meaningful connections.
As Goodman puts it, “The best of our business do that well and with a high degree of integrity, not manipulation or insincerity.”
Adapting Communication Styles
Success in building client relationships isn’t determined by being an extrovert or introvert, but by the ability to adapt and foster trust. Professionals who balance public speaking, networking, and meaningful, focused discussions are best equipped to connect with clients. Whether outgoing or reserved, those who develop self-awareness, empathy, and credibility will form lasting professional connections. True success lies in being intentional, empathetic, and committed to growth—regardless of personality type.
Reflect on your own communication style and consider how you can leverage your natural strengths while addressing areas for growth. Engage in active listening, seek feedback, and practice mindfulness to enhance your emotional intelligence. By doing so, you can build stronger, more authentic client relationships that drive long-term success.