We Are Desperate to Be Across the Table from Our Partners | Blog No. 121

Remote meetings have transformed how we do business. They allow us to collaborate across time zones, move quickly, and stay connected despite demanding schedules. At Macha PSM and Samwise, we rely on these tools every day for business development and technical exchanges.

But something is getting lost.

Recently, our team joined a virtual meeting where only a handful of participants had their cameras on. The energy was low. Engagement felt distant. The conversation, while technically productive, lacked clarity, connection, and momentum.

It reminded me of something I learned long before entering the professional world.

The Way We Were Taught to Engage

Growing up, my parents emphasized the importance of presence. Eye contact. Posture. A firm handshake. These weren’t optional; they were expected.

I can still remember my mother walking into a room and rearranging furniture so that everyone could clearly see one another. Her reasoning was simple: if we were going to communicate, we needed to be fully present. Because so much of communication isn’t verbal at all.

That idea is backed by research. In 1967, Dr. Albert Mehrabian conducted a study often simplified as the “7-38-55 rule”:

“When words, tone, and facial expression conflict, observers rely 55 percent on facial cues, 38 percent on vocal tone, and only 7 percent on the words themselves.”

While often misapplied, the takeaway is clear: when communication lacks alignment, people trust what they see and feel more than what they hear.

Reinforced Through Experience

That lesson was reinforced during my time in the U.S. Marine Corps.

There, physical presence wasn’t just encouraged, it was trained. When someone spoke, you squared your shoulders toward them. If they were your superior, you stood at “parade rest,” a physical posture that communicated attention and respect without saying a word.

It was a culture built on nonverbal discipline. And it worked.

Not just for mission execution, but for clarity, accountability, and mutual respect.

The Civilian Reality

Transitioning into civilian roles, I quickly noticed a gap.

Many professionals were never taught how to physically engage in a conversation. In meetings, especially as I moved into program management, it became common to see participants disengaged: cameras off, posture slouched, attention divided.

And the results were predictable.

Meetings struggled. Progress stalled. Energy dropped. Relationships remained transactional.

But when engagement was present, when participants made eye contact, leaned in, and contributed with intention, the difference was immediate. Meetings became productive. Decisions were made. Momentum built. And perhaps most importantly, relationships began to form.

There is a direct connection between nonverbal engagement and business outcomes.

Low engagement leads to inaction.

High engagement leads to progress and often, partnership.

So What?

At Macha PSM and Samwise, we believe this matters.

Yes, we run remote demos. Yes, we leverage technology to move quickly. And yes, we understand that virtual engagement is part of delivering modern PSM consulting and software solutions.

But our goal is not just to present, it’s to connect.

We want to understand your programs. We want to sit across the table from you. We want to meet your team, learn how you operate, and build something that goes beyond a transaction.

When we show up to a virtual meeting, our cameras are on. We bring energy. We engage. Because that’s how real communication happens, even through a screen.

And when the opportunity presents itself, we want to be on-site, working alongside you.

A Partnership, Not a Transaction

The PSM industry doesn’t need more vendors. It needs better partners.

That’s how we approach our work, whether it’s consulting, engineering, or software through Samwise. We see it as a relationship built on trust, responsiveness, and shared outcomes.

We are ready to meet you where you are, virtually or in person.

But if given the choice?

We are always going to choose to be across the table.

Because that’s where the real work begins.

Previous Blog: Population Data Considerations for RMP Offsite Consequence Analyses | Blog No. 120

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For a comprehensive training on Anhydrous Ammonia, click here for our PSM Academy Ammonia Awareness training, to learn and earn a certificate of completion. Training is in English and Spanish. Use code SDS20 for a 20% discount on the entire purchase. For more information, email us at academy@machapsm.com.For a comprehensive training on Anhydrous Ammonia, click here for our PSM Academy Ammonia Awareness training, to learn and earn a certificate of completion. Training is in English and Spanish. Use code SDS20 for a 20% discount on the entire purchase. For more information, email us at academy@machapsm.com.