A short spoken excerpt (YouTube highlight) in which the speaker argues that personal effort, sincerity, and likability strongly influence business and procurement decisions. The speaker emphasizes that even technical, template-driven evaluations are swayed by how people feel about proposers and the relationships they build.
I think there's two things I always say to people when I go into these meetings is one is people really care. If you've made an effort, that goes a hell of a long way because people can feel it, they can see it. And if you feel like they. If they feel like that you're taking them seriously, it makes a huge difference. As opposed to someone who lazily put something together, it feels very templated and things like that. The second thing is how much they like you. It really does make a difference. I always say this to people in the sense of how, how, how you make people feel carries a hell of a lot of weight when it comes to business decisions. Like, you think it doesn't. You think every company goes, we have an amazing procurement process. We always make these decisions on X, Y and Z factor. But it is amazing how much it comes down to. I just get a good feeling about these people. I like these people. And it can be the most technical, scientific decision with all the templates. And I've sat in those meetings and people fill out forms on whether this company is good and they give them a mark and a score. But it is amazing how much it comes down to how do you make people feel about you? And if you get people excited about something, if you get people feeling good about it, that carries a hell of a lot of weight in business because. Because it's a personal relationship, even for these big tech digital companies.
