As we navigate hybrid work models and global partnerships, I wanted to open up a discussion on something that’s been on my mind—and likely yours too: Are face-to-face meetings still the gold standard for closing deals and building lasting business relationships, or have video calls truly leveled the playing field?

The way I see it, the pros of Face-to-Face Meetings 

• Stronger rapport: In-person interactions allow for richer non-verbal communication—eye contact, body language, and those subtle cues that build trust.
• Memorable experiences: Sharing a meal, touring a facility, or simply shaking hands can leave a lasting impression.
• Fewer distractions: No tech glitches or multitasking—just focused conversation.
• Cultural nuance: Especially in international business, face-to-face meetings can show respect and help navigate local customs.

Pros of Video Calls

• Efficiency and cost: No travel time, no hotel bills—just instant connection across time zones.
• Scalability: You can meet with more people, more often, without logistical hurdles.
• Flexibility: Quick check-ins, spontaneous pitches, and follow-ups are easier to schedule.
• Digital tools: Screen sharing, real-time document collaboration, and recording capabilities enhance productivity.

What are the Potential Downsides

• Face-to-face: Costly, time-consuming, and sometimes impractical—especially for startups or remote-first teams.
• Video calls: Can feel transactional, lack emotional depth, and suffer from tech fatigue or miscommunication.

So here’s the question for the group:

When it comes to sealing the deal or forging long-term partnerships, do you still prioritise face-to-face meetings—or have video calls earned their place as the new norm?

My wife is an Account Manager for a toy company and will often drive over 500 miles per week visiting her clients.  This seemingly encourages larger sales from her portfolio because of the trust built up from the face-to-face relationship. 

Alternatively, 60-70% of my clients are based offshore. So the Face-to-Face meeting is often not an option. So in this case, virtual meetings have won numerous clients and managed multiple projects. 

Drop your thoughts below.