Belinda Green, gyro APAC's Head of Planning, presented "More Than a Feeling: How Emotions Ignite Business Decisions"

1. THE FEELINGS THAT MOVE THE BUSINESS FORWARD
THE
BUSINESSFEELING
INDEX:

3. 100
APAC
REGION
315
GLOBAL
EXECUTI
VES
24
QUALITATIV
E RESEARCH
PANEL
INITIAL
CONVERSATI
ON
PRE-
CONTACT
WORKING
TOGETHE
R
FINISHING
THE
WORK
BUSINESS RELATIONSHIP PHASES

4. APAC REGION
≈
GLOBAL

5. PRE-CONTACT

6. WHAT DO YOU WANT
TO FEEL?
INTERE
STBELI
EFOPTIMIS
M 86%
CONFIDENCE IS THE
MOST IMPORTANT
FEELING FOR
DEEPENING
CONSIDERATION
PRE-CONTACT

7. BIGGER
IS NOT
BETTER
PRE-CONTACT

8. THOUGHT
LEADERSHIPCOMPANY
WEBSITE
WHAT GIVES YOU
CONFIDENCE?
RECCOMEN
DATIONTHOUGHT
LEADERSHIP 77%
CONFIDENCE
KILLER:
UNCERTAINCY
ABOUT CORE
COMPETENCIES
PRE-CONTACT
88%
72%
MOST INFLUENTIAL
MARKETING
63%
47%

9. 4% 83%
AWARDS ARE
A SIGNIFICANT
CONFIDENCE
BOOSTER
COMPANY
CULTURE
CREATES
CONFIDENCE
PRE-CONTACT

11. INTITAL
CONVERSATIONS

12. INITIAL CONVERSATIONS
70%
FACTOR THAT MOST
CONTRIBUTES TO
SELECTING A PARTNER?
A CLEAR
UNDERSTANDING
OF OUR NEEDS

13. EXCESSIVE
SALESMANSHIPBEING TOO
PUSHY
KEY DRIVERS OF
UNDERSTANDING
ACTIVE
LISTENINGFOCUS ON UNIQUE
NEEDS
FACTORS THAT NEGATIVELY
INFLUENCE
78%
ARROGANCE IS A
SIGNIFICANT
TURN OFF
GLOBAL
69%
INITIAL CONVERSATIONS

14. WORKING
TOGETHER

15. WORKING TOGETHER
CRISIS
SITUATIONS
ARE A CHANCE
TO SHINE 86%
THE FIRST MOMENT
OF FRICTION IS
WHEN YOU REALLY
FIND OUT ABOUT
YOUR PARTNER
UNRESPONSIVENESS MAKES
ME
THINK POORLY OF A
PARTNER 47%
GLOBAL 36%

16. CONFIDENCE BUILDERS
1. BEING PROACTIVE
2. FREQUENT AND CANDID
COMMUNICATION
3. ACTIVE LISTENING AND
ADAPTABILITY
4. HONESTY/TRANSPARENCY
5. HUMILITY
6. SETTING UP AND ABIDING BY
CLEAR GOALS
7. DEMONSTRATING AN “IN IT
TOGETHER” ATTITUDE
8. SHOWING EMPATHY
CONFIDENCE KILLERS
1. APATHY/DISINTEREST
2. FAILURE TO COMMUNICATE
3. INCOMPETENCE
4. INFLEXIBILITY
5. DISHONESTY (REAL OR
PERCEIVED)
6. DEFENSIVENESS
7. LEGALISM
8. LACK OF ACCOUNTABILITY
WORKING TOGETHER

18. FINISHIN
G THE
WORK

19. 70%
GLOBAL
52%
BEHAVIOURS THAT
LEAD TO THE END
OF THE
RELATIONSHIP:
DISHONE
STY
FINISHING THE WORK

20. WHAT DO YOU WANT
TO FEEL AT THE END
OF THE PROJECT?
ACCOMPLISH
MENT
65%
FINISHING THE WORK

21. CONCLU
SION

22. WINNING THE BUSINESS IS ONLY ONE
CRITICAL MOMENT, AMONG MANY
COMPANY CULTURE PLAYS A MAJOR
ROLE IN ESTABLISHING
CONFIDENCE
THE OLD CONVENTIONS ARE
FALLING AWAY
CONCLUSION